This course is designed to enable experienced sales people, develop their skills further to maximise sales performance.  Delegates gain from a fresh perspective on the sales function and a chance to benchmark their current abilities.

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Course Objectives 

By the end of the course, delegates will have:

  • Identified the skills of an effective salesperson
  • Reviewed their current skill level and identified areas for development
  • Appreciated the importance of good communication
  • Identified ways of reaching decision makers and how best to approach them
  • Practised advanced questioning skills
  • Explored methods of presenting your goods or services to promote benefits
  • Practised making professional sales presentations
  • Identified objections and how to deal with them
  • Practised matching selling styles to buyer behaviour
  • Reviewed ways of increasing their success at making telephone appointments

Course Content

The Skills of an Effective Salesperson
How do we measure up?

Developing a relationship based on co-operation
Methods of communication
Features and benefits
Win/win strategies

Developing the correct contacts
Methods of approach
Questioning Skills

Effective presentations
Structuring the presentation
Setting objectives
Use and abuses of visual aids
Handling visual aids

Dealing with questions
Types of questioner
Handling the discussion period

Styles of Selling 

Closing the Sale 

Making appointments by Telephone
Getting through to the right person
Managing the call

Personal Development Action Plans

Course Duration: Two Days

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