Skills for first time Professional Sales People
What you'll learn
- Learn proven techniques for selling goods and services to professionals
- Learn how to communicate compellingly and persuasively with customers, even if you have no prior sales experience
- Learn how to overcome customer objections in a friendly, persuasive and convincing way
- Learn how to instantly get customer attention and build rapport with clients
- Even if you have no prior sales experience, this course will give you all you need to be an effective and compelling customer communicator
It’s an interesting fact that no-one likes being sold to and yet we all like to buy! The role of the salesperson has changed out of all recognition down the years. One of ‘the oldest professions’ is now no longer about customer manipulation and high-pressure techniques but instead, is a two-way dialogue where seller and potential buyer come together, to explore situations of mutual gain and benefit.
Commercial buyers are trained to negotiate hard, often using price as the only variable. This has the effect of ‘commoditizing’ the market and reducing negotiations to ‘price-bidding wars’ that destroy value and have calamitous effects on the bottom-line. This programme will give tools and techniques for counteracting this commoditization and allowing companies to sell on, and be paid for, the real value they bring, not just a low price.
Using the old methods, it is still possible to get the sale. Once. In these more enlightened and sophisticated times there is a need to look at the ‘lifetime value’ of a customer, since research shows very conclusively that the customer who bought from you in the past is most likely to buy from you again in the future. The key skills needed now then are those of account management and to develop long-term relationships so that sales will come through for many months and years to come
This programme is about exploring, developing and mastering those skills that will enable delegates to learn, practice and polish the skills necessary to vastly improve their selling skills and improve their sales figures.
This course gives an ideal Introduction into the world of professional selling for people with little or no prior sales experience.
This course draws upon proven and tested skills and approaches, coupled with the very latest research and thinking on Persuasion, Influence and the psychology of the purchase decision.
Easy to follow in "bite-sized' chunks, this course will get you up and selling in no time.
Fundamental Selling Skills, including;
Types of Questions (Open, Closed, Rhetorical and High-Gain)
Features, Advantage and Benefits
How to sell on Benefits
Objections and how to handle them
Who this course is for:
- People entering their first sales job
- Entrepreneura and small business owners who need to communicate persuasively with customers but have no prior professional sales experience
Ex Pharmaceuticals Exec who held multiple roles in Sales and Marketing from Territory Sales Representative to Regional (then National) Sales Manager to Head of Franchise (and all stops in between). For the last 25 years I have been teaching Managers and Leaders skills in Sales, Marketing, Key Account Management and Customer Service.
I have a BSc with Honours in Biochemistry and Microbiology and a Masters in Business Administration (MBA). I am also a Fellow of the Chartered Institute of Marketing FCIM.