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Participant, Stephenson Harwood
The session had a fun element as well as being informative. Thanks very much!
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
