Course Objectives 

By the end of the course, delegates will have:

• Reviewed the profile of a Professional Sales Person and identified their own strengths and areas for development against this profile
• Identified Customer expectations
• Reviewed methods of time and territory management
• Practised time and territory management skills
• Reviewed methods of prospecting
• Reviewed and practised techniques for making appointments
• Reviewed and practised negotiating skills
• Practised overcoming objections and closing the sale

Reviewed Customer Service/Follow Up procedures and explored methods

Course Content

The Professional Role of the Sales Person
Customer expectations
Company objectives
Personal selling strengths

Pre-Call Planning
The management of time and territory
Prospecting and pre-approach research
A sequential planned sale

The Approach
Making Appointments
Greeting the Customer

The Sale
Non-verbal communication
Listening & Questioning Techniques
Criteria of purchasing/buying motives
Making effective presentations
Negotiating skills and justifying the price

Closing
Looking for buying signals
Overcoming objections/ closing the sale 

Follow-up and After Sales Service
Planning and checking of customer satisfaction
Getting repeat business
Developing relationships 

Personal Development Action Plans

Course Duration: Three Days