Essential Sales Skills Overview

Aim

As the market starts to pick up, it is the companies that invest in their staff who will make the most of the recovery and gain a competitive edge. Selwood recognise that key to their growth is supporting and developing the sales team.

The aim of this course is to give team members the skills and techniques to make cold calls confidently, set up appointments and run effective face to face meetings.

Objectives

Participants will have the opportunity to…

• look at the different approaches to selling and identify what characterises a consultative approach

• identify the steps in the customer’s decision making process
• look at how to structure a call or a meeting
• identify what to plan and prepare before making a cold call
• discuss how to develop a positive frame of mind to ensure calls are effective
• identify how to structure the opening of the call to spark interest and build rapport
• look at how to overcome objections when selling the idea of a meeting to a client
• look at how to qualify a meeting to make sure it is worth your while
• identify what to plan and prepare before going to a client meeting
• consider how to open the meeting effectively
• look at the use of questioning technique to understand the client’s business needs fully
• identify how to listen actively
• identify how to sell the benefits of the Selwood service
• consider how to handle any objections that may come up in the meeting
• explore the importance of non verbal communication in a face to face meeting
• look at how to add impact to your case
• consider how to close the meeting effectively and pin the client down for commitment
• identify how to follow up effectively
• practise the above skills