This course will enable delegates to undestand the processes involved in sucesseful face to face selling. Covering the importance of achieving sales targets while still delivering customer satisfaction, the course covers the importance of customer relationships, moving then on to partnerships - with profit.

Course Objectives

Understanding the selling cycle.

Planning and preparartion of sales calls.

Structuring the sales call, preparing questions to identify customer needs.

Active listening - the key to tailoring the sales call to the customer.

Objections - identifying and handling them, spotting hidden objections.

Features, advantages and benefits.

Identifying different customer social styles.

Gaining customer committment - moving on to the next step.

Closing the sale with a customer action.

Course Content.

The buying and selling process.

Pre call planning and preparation.

Structuring the sales call.

Questionning techniques - open and closed questions, when to use them.

Active listening

Customer social styles.

Objection handling.

Recognising buying signals, trial closing and gaining customer committment.

Features, advantages and benefits.

Closing the sales call - confidently.

Post call analysis, setting next call objectives.

Territory management.

Selling to groups.

Identifying and categorisation of key accounts.