| Professional Sales Training |
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Professional Sales Course is a 2-Day sales training course that will improve your group's ability to manage the sales cycle, to carry out successful first contact sales meetings, and to achieve more sales.
Each sales situation is different, and our experienced Sales Trainer works with the Client to design each Professional Sales training course so that it is totally relevant for that particular group, is based entirely round their real situation and is pitched at the right level for that sales group. | | |
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For example, a start-up Sales group may want to improve managing sales leads and territories, the stages of the Sales Cycle and the essential core sales skills. A more experienced sales group may want to focus on the First Contact Meeting to improve building rapport, working with different customer types, refreshing their presentation and closing sales effectively.
The Sales Trainer has worked hands-on building successful sales teams, and has proved track record in improving Sales teams in a wide range of Companies. She will ensure that your group leave their Professional Sales training course with a heightened awareness, new tools and techniques and are motivated to achieve more sales. |
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| Course Outline - Professional Sales Course |
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| 1. | The Sales Function – Professional Sales, clarifying the purpose and objectives; Why do people BUY, the Customer Buying Transition |
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| 2. | The Sales Cycle – from Leads to Advocates; Maximising on sales conversion; Setting targets at each stage of the cycle; Using targets to improve motivation; Managing a territory; Planning & tracking Client Contacts |
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| 3. | Building a positive professional relationship – the nature of the ideal relationship; the importance of first impressions, building rapport and mutual respect |
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| 4. | Understanding my potential Client – Profiling client types - their Situation, Needs, Interests & Personality Style; seeing the world through their eyes; seeing opportunities |
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| 5. | The principles Resource Based Selling – becoming a valuable resource to our clients |
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| 6. | Core Sales Communication Skills – People buy People First, how to make a positive first impression; Key body language pointers & listening skills; Good ways of asking questions vs. bad; Language style – positive confident language vs. negative, hesitant or aggressive |
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| 7. | Making the Appointment – Planning a batch of calls & motivating to succeed; clarifying our goals, selling the appointment vs. selling the service; the structure & timing of this call; How to do this call well |
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| 8. | Presenting Our Company and our Services – Why should someone work with us? What specific services / strengths have we got to offer? What are the benefits and the VALUE of these to our Clients?
- They list the strengths of 1) the Company and 2) our key services
- They use this list to practice HOW to sell the VALUE of these to potential clients – how to put these across in a meeting
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| 9. | First Contact Meeting - The 5 Steps to a Sale – 1) Build Rapport 2) Fact find Needs 3) Sell the Value 4) Gain Agreement 5) Close the Sale; Choosing the right benefits for the right Client; Timing the meeting well |
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| 10. | Preparing for the First Contact Meeting– Clarifying our goals at this meeting – what is a good outcome? Preparation and psyching for the meeting |
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| 11. | Workshop & role-play of First Meeting –working through the 5 step process; Role-play and feedback to build skills and heighten awareness |
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| 8. | Presenting Our Company and our Services – Why should someone work with us? What specific services / strengths have we got to offer? What are the benefits and the VALUE of these to our Clients?
- They list the strengths of 1) the Company and 2) our key services
- They use this list to practice HOW to sell the VALUE of these to potential clients – how to put these across in a meeting
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| 9. | First Contact Meeting - The 5 Steps to a Sale – 1) Build Rapport 2) Fact find Needs 3) Sell the Value 4) Gain Agreement 5) Close the Sale; Choosing the right benefits for the right Client; Timing the meeting well |
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| 10. | Preparing for the First Contact Meeting – Clarifying our goals at this meeting – what is a good outcome? Preparation and psyching for the meeting |
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| 11. | Workshop & role-play of First Meeting – working through the 5 step process; Role-play and feedback to build skills and heighten awareness
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| 12. | Recording and Tracking the outcome – What do I record? How to tracking our potential clients & plan the next steps |
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| If you would like to discuss your specific training needs, please call - 01 8431330. |
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| More Sales Training - |
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1. Cross Selling in a Customer Service Environment
2. Customised Telephone Sales Training
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