- Understand the range of skills a successful salesperson needs
- Planning and objective setting to make the most of the limited time you have to sell within
- SWOT and PESTLE planning tools
- Differentiating yourself and your proposal from the competition
- Questioning techniques to uncover opportunities:
- Open and closed questioning
- Background and difficulty questions
- Consequence and improvement questions
- Creating flexibility in your prospect
- Using features and benefits to demonstrate capability – applying this to you own product/service
- Gaining commitment and closing the deal
- Techniques to handle and overcome objections, practiced in a role-play
- Selling face to face
- Understand the importance of body language, pitch, pace and projection
- A method for structuring your proposal
- The fundamentals of negotiation
- Plan, negotiate, consolidate
- Build a personal action plan to put skills into practice at work
Stage 2 – MP3 Learning bites
- Successful selling skills
- Negotiation skills for sales people
- Building relationships
Stage 3 – e-learning
After attending the course a modular e-learning programme will be delivered to your inbox. These interactive, bitesized follow-ups can be completed in your own time, cementing the learning from the course with further practical exercises designed to help you practice your essential new sales skills.