Selling skills
"Will you meet your sales target?"
Synopsis
This programme will give you an objective method of measuring your selling ability; it will also give you feedback on how persuasive you really are.
The 'order book' alone will not tell you what business you have missed or by how much. If you are successful now and you have not been on a selling skills course for 12 months, by investing a few days of your time we will help sharpen your persuasiveness, knowledge and activities, together with helping you devise a plan whereby you are not just busy, but productive. The reward may be winning one or two more orders this year.
We will give you an easy to use method of measuring the quality of your Skill, Activity and Knowledge as well as guidelines on how to construct a persuasive presentation or proposal.
Having completed the course you will have the ability to check your persuasiveness through analysing your 'key ratios'. This means you are much more in control of your forecasting and future success because you can make changes when you need to, rather than have them forced on you.
This course is not for people who believe they have the 'gift of the gab' or those who believe they are personality salespeople. This course is about time honoured, tried and tested skills and knowledge that you use in conjunction with your personality, no new fancy concepts or new age guru ideas, measuring persuasiveness is what it's about so you know how good you really are.
The smarter you are, the luckier you will become.
Maximum number of delegates - 10
Aims and objectives
Aims
By the end of the programme you will be able to: -
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Examine your own current sales approach using an agreed measurement criteria.
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Having identified areas for change, use a structured approach to the sales process enabling you to calculate the improvement in effectiveness.
Objectives
By the end of the programme you will be able to: -
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Use questioning techniques
Define the two questioning techniques as used in an interview, giving examples
of each -
Demonstrate need creation and buying criteria skills
Draw the triangle model for need creation
List the four question types used in need creation - give examples for each
State the importance of establishing buying criteria to the selling process -
Write definitions of a feature, advantage and benefit
Complete the test with f.a.b. statements -
Handle customer questions
State the technique for answering questions -
Overcome objections
Draw the model for objection handling
Demonstrate the use of the technique in a role-play -
Close the sale
List four methods of closing - give examples of each -
Submit the correct forecast for each stage of the sale
Identify from a list the definition for each forecast percentage
Describe the qualifying stages during the sales cycle -
Open the sale
List the six rules for opening the sale
Observe the guidelines for personal characteristics
The skills listed above will be tested by role play and written test during the course, notes and handouts may be used, pass mark will be 90%. All tests will be repeated at the end of the course, without the use of notes or handouts, pass mark will be 80%.