Selling Skills

The programme does not attempt to teach delegates a stereotyped approach to selling but instead it aims to build on each participant’s strengths and skills, giving them new insights into how to make the most of themselves and the sales opportunities presented.

The instructional format includes lectures, practical exercises, instructional videos and role-play.

Programme Objectives

At the end of the programme each participant will:

• Have a complete understanding of the elements of the sales process
• Have a fundamental approach to their everyday planning for selling
• Know the "how to’s" of handling objections and closing the sale
• Have constructed and practised a planned and professional sales presentation

Course Content

• The selling process - an introduction
• Attitude to selling
• Personal action planning
• Prospecting for sales
• Make appointments at the right level
• The sales presentation
• The pre-approach
• Fact finding
• Active listening to identify customer needs
• Benefit message sequence
• Handling objections
• Recognise buying signals
• Closing the sale
• Turn complaints into selling opportunities
• The sales presentation
• Role-play and video recording
• Each participant will role-play a sales presentation. Presentations will be recorded, constructive feedback will be given to each delegate on their performance.
• Review personal action plan