DEVELOPING YOUR SALES EXPERIENCE
FOR:
New, prospective and existing sales people. This workshop will give delegates an understanding of the sales process and develop their skills to increase sales success by creating and opening new business opportunities.
OBJECTIVES:
By the end of the day, delegates will:
· Know how to call cold clients successfully
· Arrange a sales meeting
· Understand how to uncover the clients needs
· Learn how to present appropriate benefits
· Recognise signals of interest
· Know when to close the sale
METHOD:
The day is highly participative and practical with group discussion and activities. Emphasis is on interaction between delegates and the workshop director.
WORKSHOP CONTENT:
Teleworking
- Analyse the benefits of products and services
- The telesales attitude
- Use activity ratios
- Handle the gatekeeper
- Reduce the calling rejection factor
- Questioning to qualify the prospect
- Handle telesales objections
- Closing the appointment
Face to Face Meetings
- The seven stages of the sale
· The importance of the first impression
· Opening the sales meeting and building rapport
· Open questions and the funnel questioning technique
· Uncover explicit customer needs
· Check your understanding
· Present your benefits to suit the prospects explicit needs
· The V.C.R. objection handling technique
· Read the clients body language
· Recognising buying signals
· Closing the sale
ACTION PLAN
Develop a personal action plan that identifies personal and business goals.
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