Description
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