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Introduction to Successful Sales
Guidance & Inspiration
The sales function is the life blood for any organisation. Whether this is the sale of products or services, the role of the sales professional now requires a thoughtful and creative approach in meeting increasingly sophisticated customer requirements.
With more competition, sales people need to demonstrate a thorough understanding not just of their customer needs but also their market sector.
It is through this that they can create a compelling narrative that delivers revenue and profitability.
Learning Objectives
By the end of this programme, participants will be able to:
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Plan a sales strategy and target potential customers
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Research market sectors
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Structure a sales approach to maximise opportunities
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Use a variety of questioning techniques to draw out explicit and implicit needs
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Use 6 key benefits that meet the customer need
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Gain commitment to the next stage of the sales process
Learning Content
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The qualities of a successful sales person
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The importance of research and establishing credibility
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Push vs pull styles of communication
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The communication tree – channels for contact with customers
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The 4-part sales structure
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Establishing rapport and value
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Questioning techniques – moving beyond “open and closed”
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Demonstrating benefits – the 6 key buying motivations
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Recognising and managing objections
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Gaining commitment from customers
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Creating a cost model that delivers profitability
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Practice sessions