The Principles of Selling

The Principles of Selling Level 1

Suitable for brand new sales personnel as well as those with some experience but no formal training

Objectives:
This one day programme will equip delegates with a good understanding of the sales process and they will be shown techniques to adopt from preparing the call through to closing. It is advised to follow with Level Two after a suitable period

Content Covers:
• Understanding why customers buy
• Attitude and approach
• The call structure
• Preparing for the sale
• Unique selling points
• Effective fact-finding and listening skills
• Features and benefits
• Buying signals
• Handling objections
• Closing techniques

Programmes can be tailor-made to your specific requirements.

The Principles of Selling Level 2

Suitable for salespeople with at least 12 months experience and those who need to refresh their selling skills. It is also an effective follow up to Level One

Objectives:
This thorough programme examines the skills required to plan and conduct effective sales interviews and manage a territory

Content covers:
• Effective journey planning and assessing priorities
• Telephone appointment making
• Effective communication including body language
• Buying signals
• Overcoming objections
• Closing techniques
• Role-play

Programmes can be tailor-made to your specific requirements.