Understand sales processes, approaches and strategies for generating new business and maximising sales opportunities.

Open participant course: £390 per person - maximum 10 people

Closed company course: £2,000 per course - maximum 10 people

Those who need to understand the sales process and utilise a range of techniques to generate new business, develop customer relationships and penetrate customer accounts.

Students will understand why people buy and recognise buying signals. They will be able to plan and prepare for outbound sales calls, use a range of techniques to maximise sales from existing customers, understand how to overcome gatekeepers and apply a structured approach to developing business using up-selling and cross-selling techniques.

Module One - Introduction:

• Key components for success
• Developing a customer orientated approach
• Self-concept - the master approach to top performance

Module Two - The Sales Process:

• The sales cycle and using the sales funnel
• The multi-call sales process and the importance of each stage
• The four types of sales call
• Planning for the call

Module Three - The Buying Process:

• Knowing why people buy
• The decision making process

Module Four - Customer Relationships:

• Getting accepted and building relationships
• The conditional close to confirm commitment

Module Five - Approach and Strategy:

• Using the questioning funnel
• The three types of benefits that deliver solutions
• The four Es - effective sales strategy:
  
  • Establish - the climate to talk
  • Explore - questioning to establish needs
  • Embellish - match benefits to needs
  • End - secure commitment
• Seeking agreement and the trial close
• Pitching your solution

Module Six - Objection Handling:

• Overcoming the eight types of objection
• Negotiating for mutually beneficial results
• The ten requirements to gaining commitment

Module Seven - Managing Accounts:

• Seeking referrals and confirming next steps
• Techniques to up-sell or cross-sell a customer
• Following-up potential new business

This course can be delivered remotely or in a classroom environment, to suit your requirements.

Delegates must have the following equipment to attend this training remotely:

• PC or laptop with a microphone and speakers (webcam is preferred but not essential)
• Access to the internet and web browser application (e.g. Google Chrome)
• An email account for file sharing