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Participant, Morgan Cole

I really enjoyed the course. It had some excellent points to take forward in my role, and has increased my confidence and enthusiasm. Thank you!

Introduction to Selling Skills

Introduction to Selling Skills

Course Ref. 10072
No. of Days One day
Participants 6 to 8

Target Audience

This intensive and fully interactive programme is designed for those new to selling.  It is assumed that participants will already have a good knowledge of the product or service they are selling. It will equip participants with the essential skills for selling products or services. The Action Session will encourage participants to analyse their ability and decide how they are going to sell.

Course Objectives

  • know the five stages of selling
  • be equipped with the essential selling skills
  • know how to confidently promote your company and sell its products/services

Methods

There will be discussions, exercises, decisions about phrases to use and role-plays.  The Action Session will encourage participants to analyse their ability and decide how they are going to sell.

Important notes

This course can be extended to more days to allow for concentration on any of the five stages It can also be condensed into refresher courses for each of the five stages, or each of the stages can be developed into separate training programmes.  It can also be adapted for telephone sales.  See also related courses.

Course Contents

Welcome and introductions

Course objectives and overview

Preparing to sell

  • What do customers expect and want of you?
  • What impression do you wish to create of your company?
  • The essential knowledge, skills, qualities and attitude required to sell
  • Communication skills: the 3Vs, using the voice, active listening, questions, giving information, and choice of words

Stage 1 - The initial impact

  • Creating a professional image
  • What to say initially

Stage 2 - Establishing customer's needs

  • What do customers want?
  • What do you find out?  Using questioning skills and probing techniques
  • What are you active listening for?  Picking up on clues, buying signals, information

Stage 3 - Presenting the service

  • Using information found out at Stage 2 - matching your service to the customers' needs
  • What do customers buy?
  • Presenting WIIFMs

Stage 4 - Gaining commitment

  • Closing the deal
  • Leaving the door open - gaining commitment

Stage 5 - Overcoming objections

  • Turning objections into opportunities to promote your company
  • Overcoming typical objections

Action session

Summary and close