Sales Training

Why Take This Sales Training Course?

• Our Sales Training Program was designed to provide sales representatives and account managers with a complete overview of sales principles and processes. Therefore, it is even applicable for those who do not come from a sales background but have a need to understand the process in order to be successful at their job.

• This training course has proven successful in many industries and with the help of customisation, has been highly effective for companies whose clients run small to medium sized businesses.

• It provides methods that enable the sales person to understand the client’s issues from an overall prospective and not just for the perspective of their product.

• This course will provide delegates with a solid understanding of the sales process.
  

Sales Training Course Outcomes

Participants will come away from the course with:

• An understanding of the key principles behind successful sales people.
• An understanding of the philosophy of “consultative” selling and the specific behaviours needed to apply this approach.
• An understanding of the correct structure and flow of all sales meetings and calls.
• Greatly improved skills in terms of establishing client needs through a structured questioning process (we will provide plenty of opportunity to practice this technique).
• An understanding and improved skills in terms of presenting solutions and handling objections.
• An understanding of the correct process and principles of successful negotiations, particularly focusing on rate negotiations.

Sales Training Course Outline

Section 1 - Sales Person to Consultant: How best practice selling has changed in the last 10 years

• The market context, selling in the current business climate.
• What is the main role of a sales person?
• How do sales people and sales consultants differ?  Is one better than the other?
• Best practice sales principles and philosophy.

Section 2 - Understanding Sales Structure and Process

Whether making a phone call or running a meeting, there is a specific process and structure that needs to be followed in order to have the best chance of success.

• Step 1: Preparation – what and how to prepare before we contact the client.
• Step 2: Opening and Rapport Building – how we should start all sales calls.
• Step 3: Establishing Needs by Listening and Asking Questions – how to diagnose needs before we offer solutions.
• Step 4: Matching the Product/Service to Needs – using features and benefits to sell our solution.
• Step 5: Handling Objections – how to respond effectively and confidently to resistance and concerns.
• Step 6: Gaining Agreement and Closing – how to ask for the order or agree an advance without being pushy.

Section 3 - Strategic Questioning

This section of the workshop expands step 3 of the above structure. We explore a questioning process that completely changes the conversations sales people have with their clients. It allows the sales consultant to fully understand needs, it builds credibility, defines the full extent of the problems and generates the desire to act in the client.

In the context of this workshop it is probably the key element that senior managers will utilise when they are face-to-face with clients.

• Strategic questioning process explained. The types of question and their purpose.
• Developing questions for your clients.
• Practice sessions using strategic questioning.

Section 4 - Presenting Solutions and Responding to Objections

A short session that explains and allows participants to practice presenting solutions that link directly to the issues and needs of the client/audience. We have also included objections here, as this is usually the point in the sales process where most objections are raised.

• Understanding the different applications of features, advantages and benefits.
• Linking a solution to a need.
• Why people object and the three key types of objection.
• Responding to objections. What not to do and what to do.

Section 5 - Negotiation and Close

This session provides the conclusion to the sales process and looks at some key elements of the negotiation and closure of the sale:

• Understanding the win/win concept and how it relates to deal-making.
• Preparing for a negotiation as oppose to a sale.
• Trading concessions – the art of haggling.
• Closure – how to spot when to close and how to ask for closure.

Section 6 - Managing Clients Strategically

• Understanding a client’s business.
• The key factors that affect a client’s satisfaction with a partner or long-term supplier.
• Developing a contact strategy for each client to either maintain your current position or improve it. Who to see and why you need to see them.
• Developing opportunities from your network within each client.

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