Principles & Practices of Selling

Sales Training Courses

1 or 2 day in-company workshop

A Sales Training Workshop that provides the essential skills to turn leads into sales, improve selling techniques and achieve targets

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Course Content

  • Prospecting and Identifying Key Decision Makers
  • Successfully obtain Appointments by Telephone
  • Plan and Prepare for the Sales Call or Meeting
  • Recognise different Buyer Types and adapt your style and manage accordingly
  • Asking Questions to establish needs and buying criteria
  • Selling the Benefits of your products or services
  • Handling objections and core negotiation principles
  • Close the Sale – closing and commitment techniques which achieve results
  • The Principles of Territory Management

Course Overview

For someone new to sales or who has had no previous sales training, following a sales process and being successful can be quite daunting. Likewise, for those who haven’t had any formal sales training for some time, we can all get in to a rut of doing what we do in the same way and could benefit from refreshing our skills. Even as a seasoned salesperson, sometimes it is good to relearn or refresh skills and try something different, as we know we don’t always follow the process in the best way all the time.

This 1 or 2 day workshop develops an individual’s confidence, communication and sales skills through a structured and logical sales process. Delegates identify the core skills and attributes of a successful salesperson and work through the sales process learning and building skills through exercises, live play scenarios and group facilitation as they go.

This course isn’t just a process, it provides the delegates with the skills, understanding, ability and confidence to apply those skills at different stages of the sale to be more effective and successful. Unlike many sales courses, this course considers the skills needed not just from a salesperson’s perspective but from the perspective of the customer they are trying to sell to.

By the end of the course delegates feel confident they can approach any sales scenario, whether face-to-face or over the phone and be able to rely on their skills.

Role-plays and exercises are used throughout to enable delegates to practice their new skills.


Testimonials

“The team feedback on the sales theory and role-play training from Marcus Bohn has been excellent – our most experienced sales person commented ‘it was the best training he has ever had’. Keep up the good work!”

“I was very sceptical at first having been on several courses with previous employers – but the day was very relaxed and I know I have come away with better knowledge.”

“Gained a greater understanding of what is best sales service to provide and techniques associated.”


For further details please contact us by email or call us on 01992 633882

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