successful sales

Capita Learning & Development
Birmingham, London, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Selling products, ideas, concepts or services is paramount to the success of any organisation. In increasingly competitive markets, it may no longer be enough to have a good product. Success will come from making the market aware. The role of salespeople is therefore fundamental. This programme is designed to help the professional salesperson develop relationships and therefore maximize opportunities with their clients.

Learning objectives

Understand selling behaviour and how you can use this to build partnering relationships with clients
Communicate with clients and use active listening techniques to build rapport and to instil confidence in your client
Structure any sales contact so that you maintain control and give yourself the best opportunity to close the deal
Use the right questioning techniques and then present your product in an impactive way
Recognise and overcome objections without damaging the relationship
Use key negotiation principles to ensure a win-win outcome.

Course content

The qualities of a successful salesperson - what works and what doesn’t
The difference between "push" and "pull" behaviours in the sales process
Developing relationships by adopting the right sales behaviour. The 80/20 rule
Understanding communication - how to use verbal, visual and vocal communication within the sales process
Developing rapport through the use of communication techniques
Active listening
Gaining interest from the client when making the "cold call"
Using questions - the difference between "open" and "closed" techniques and when these should be used
The sales structure - a methodical approach to the process, which mantains control and retrieves all the information you need to complete the sale
Creating the agenda for the sales meeting
Questioning techniques that will help develop the problems and solutions in the client’s mind
Effective summarising as a confidence-building tool
Presenting your case - the use of features and benefits for maximum impact. The six key buying motivations and how to match your features to the benefit
Handling and overcoming objections - the classic sales objections and how to overcome them so the conversation moves forward
Closing the deal - a three-step process to gaining the client’s commitment
The fundamentals of sales negotiation - recognising the value/cost implications and how to trade currencies
...''

Phone:0800 022 3414

School Address:

London Office:
17 - 19 Rochester Row, London SW1P 1LA

Birmingham Office:
Quadrant Court, 49 Calthorpe Road, Edgbaston, Birmingham B15 1TH


Jobs & Resumes: Birmingham, London
Houses & Roommates: Birmingham, London

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