Aimed at boosting performance in both telephone and face-to-face

sales-based roles, this course focuses on building relationships with new prospects via practical and proven systems and processes. It offers a comprehensive, detailed introduction to the theory and practice of sales, drawing on real-world examples of best practice, predominantly from the business-to-business (B2B) sector.

• The difference between an average sales person and a highly successful one

• Preparing for sales presentations and calls, including techniques for getting past the gatekeeper

• Create a positive first impression and build credibility and rapport

• How to elicit your prospect’s needs and read buying signals

• Enhance your questioning and listening skills

• Using body language and non-verbal communication to your advantage

• Identifying your own and your company’s USPs, then identifying your client’s specific needs to match them with what you are selling

• How to get your point across without the ‘waffle’

• Identifying and overcoming objections in a positive and influential manner

• Demonstrating a variety of closing techniques while learning the importance of practice

 

Benefits for the individual

 

 

Benefits for the organisation

 

• Immediate improvements to Return on Investment (ROI)

• Shorter bedding-in periods for sellers to achieve the benchmark

• Greater staff retention through achievement of targets