The Essentials of Selling

This programme is suitable for those who are relatively new to sales or who have never had the benefit of any structured training. It is a comprehensive one day programme and provides an essential toolkit for both telephone and face to face salespeople.

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

• Structure of the sales call
• Preparation for the visit
• Planning call objectives
• Unique Selling Points- what does the company have to offer?
•  Effective questioning and fact finding
• Active listening skills
•  Presenting in terms of benefits
• Building client rapport including body language-Mirroring, matching, pacing and leading
• Recognising verbal and non-verbal buying signals
• Understanding and handling objections
• Closing the sale