Introduction to Selling

This is a basic starter programme for those new to the sales role. It is suitable for both telephone sales personnel and those who are meeting customers on a face to face basis. It will cover all the fundamental skills that are needed from preparing for the visit or phone call right up to asking the closing question! It is recommended that the programme is followed up after a suitable period when delegates will have had the opportunity to practice the learning points.

Content can be tailored for teams but will probably include the following:

• Understanding why customers buy
• Attitude
• Essential qualities needed
• Structure of the call
• Effective preparation
• Unique selling points
• Fact-finding
• Features and benefits
• Understanding why customers may object
• Gaining commitment