Management and Communication Courses

Who should attend ?

Managers and staff who need to develop their sales skills.

Objectives

• Control the sales interview

• Capture the attention and interest of clients

• Formulate structured questions to identify both the rational and the deeper needs of clients (the psychology of sales)

• Describe both the characteristics and the advantages of their products/services for the client

• Give appropriate proof that what they say is credible, workable, true

• Handle objections and move on to the next step

• Conclude with competence and confidence

Course content

Based on and referring constantly to participants’ own situations.

• Defining the sales interview process

• The 5 “Golden Rules” of successful sales

• The first contact – capturing and maintaining attention and interest

• Identifying both rational and emotive client motivation

• Telephone techniques

• Adapting the sales approach to the needs and behavioural style of the client – NLP, mirroring, reflective listening, buying signals, etc

• Assessing and overcoming objections

• Helping the client balance the pro’s and con’s of the sale

• Concluding and fixing the details

• Returning to the office with a sales action plan

• Prospection