FUNDAMENTAL SELLING SKILLS
Registrations are closed
Live-Online Training: N 145,125
Classroom Training: N
220,375
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
What the Course Teaches
- Professional selling - the modern day skills and qualities needed.
- How to make appointments and obtain interviews.
- How to probe and identify real needs.
- How to make customers want to buy.
- How to handle objections and obtain clients commitment.
Course Contents
DAY ONE
- How modern behavioural changes are influencing sales approach
- New communications relationships and development of sales competence
- The five keys to successful selling:
- Confident communications
- Knowledge of the customer
- Knowledge of the products – features, benefits
- Knowledge of the industry
- Knowledge of the market and competition
- Modern prospects – high stress levels, low attention spans.
DAY TWO
- High pressure selling vs customer involvement process
- The power of product knowledge
- How to gather credibility and establish personal trust
- Friendship building for strategic sales relationship
- Analysis of buying and selling styles
- Preparation research and planning
- Making appointments that yield productive meetings
- Understanding customers needs and customers wants
- Effective communications - questioning and listening skills
- Breaking the ice – getting prospects to like you
DAY THREE
- Presenting the product or service
- Selling the benefits
- Handling objections.
- Product pricing power
- Closing techniques
- Territory/Time management
- Selling a brand
- Sales reports
- Experiences in telephone selling
- Salesperson’s grooming
- Salesperson’s
business etiquette