Sales Skills Training Course

Sales Skills Training Course

Overview

Next available course date:


22nd-25th September 2018


An Intensive four days sales skills training course designed for sales professionals who want to learn how to increase market share, build brand loyalty,  improve conversion rates and increase customer retention.


Ideally suited to Sales Executives, Business Development Executives, Account Managers and Sales Managers.

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£800.00

Course Overview

An Intensive four days sales skills training course designed for sales professionals who want to increase market share, improve conversion rates and increase customer retention.

Day One- Prospect & Lead Generation

At the conclusion of the course your delegate will be able to appreciate:-

  • How to ‘make a difference’ in sales
  • The right marketing strategy for your business
  • How best to utilise the power of the Internet
  • Methods for attracting new customers

Course Content

The training course will cover the following topics:-

  • How to develop a marketing plan
  • What can we learn from existing customers?
  • Market Segmentation
  • Market Research
  • Service Planning and Business Positioning
  • Increasing Brand Awareness
  • Making the Internet work for you e.g. Web Statistics, Search Engine Optimisation
  • How to write 'call to action' sales letters and documents?
  • Making winning sales presentations
  • How to measure customer satisfaction?
  •  Learning from Competitors Implementation of Customer Relationship Management (CRM)

Day Two - Developing Leads & Prospects

At the conclusion of this training course your delegate will be able to appreciate:-

  • How to prepare for a call The importance of understanding the Buyers needs
  • How to make a cold call whilst respecting the Buyer
  • How to get an appointment
  • How to manage objections and difficult people
  • How to achieve the objective How to keep accurate records

Course Content

 The training course will cover the following topics:-

  • Understanding your Objectives
  • Researching your Prospects
  • How to make a cold call – increase the ratio of leads from calls
  • What is the 'best' telephone manner?
  • How to get an appointment – tips, tactics, getting past the gatekeeper etc
  • Do you leave a message or voice–mail, Yes or No?
  • When is the right time to call?
  • Handling Questions and dealing with Objections
  • Active Listening
  • Knowing when to move on
  • Achieving the appointment, sale or other objective
  • Recording data efficiently – what, how much etc
  • Key Performance Indicators (KPI)s

Day Three - Converting Leads into Orders

The training course will cover the following topics:-

  • Understanding your services - their benefits and features
  • Understanding your client's immediate requirements
  • Telesales Skills It's not always what you say but how you say it
  • Verbalising the 'invisible' - how to explain over the telephone in a clear, concise manner
  • How to empathise but still get your message across
  • How to develop rapport
  • How to close the call on a positive note
  • Face to Face Skills
  • Active listening - using your eyes as well as your ears
  • Making a positive first impression
  • Identifying Up-Selling and Cross-Selling Opportunities
  • When and how to apologise and when to acknowledge a grievance
  • Turning Negative situations into ones with Positive outcomes
  • General Sales Skills
  • Cross Selling and Up Selling
  • Creating Customer Loyalty

Day Four - Closing the Deal

At the conclusion of the training course your delegate will be able to appreciate:-

  • The elements of the negotiation process
  • The best way to prepare for a sales negotiation
  • How to select the most appropriate strategy
  • Where to focus their negotiation efforts
  • How a weak position can be overcome with clever tactics
  • How to close a deal

Course Content

The Training Course will cover the following topics:-

  • Introduction to Negotiation The four stages of a negotiation
  • Negotiation Strategy (Integrative or Distributive)
  • Negotiation Tactics
  • Getting into the ‘head of the buyer’
  • A buyers procurement strategy - how it affects negotiation strategy
  • The competitive tendering process – How it works
  • How to recognise ‘buying’ signals
  • How to recognise a deal is close
  • How to close

 

The course focuses on the practical aspects of selling  via a series of interactive tasks and role plays. At the end of the training course each delegate should be able to prepare a structured sales plan based on the needs of their own business.

Courses are limited to a maximum of twelve delegates. Course costs cover the training session, a comprehensive set of course notes, lunch and refreshments.

This is a non-residential training course. This course can be delivered in-house if required. For further information contact Aster Training on 01296 720281 for a Free Consultation to discuss your training requirements.

Cost is exclusive of VAT which is chargeable at the current rate. Prices are correct at the time of publishing, but may be varied in line with market conditions from time to time.