AIMS TO:

• Understand why people buy, and what inhibits them, and how to create needs
• Proactively seek out new business opportunities
• Set up sales meetings, which have a good chance of success
• Focus the use of time and resources on areas with the greatest payback
• Present a professional image and a personable communication style by asking questions and listening well
• Create and sustain productive long-term relationships with customers
• Skilfully use the selling process to match products or services to customer need, and close deals of mutual benefit

ACHIEVED BY:

• A two part non-residential course, each part consisting of a single day with a gap of two to three weeks between the modules
• Practical projects to link the units and to encourage application of the learning back at work

OVERVIEW

1. Creating Selling Opportunities – 1 day
Why people buy
Turning features into benefits
Setting up appointments
The process of creating needs
Finding or creating new sales opportunities
Using time effectively - setting priorities
Creating the right impression

2. Developing Sales Skills – 1 day
Negotiating, and closing deals
Handling objections
Maintaining useful records
Making customers feel well looked after
Building solid customer relationships
Asking the right questions - and listening