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Participant, Stephenson Harwood

The session had a fun element as well as being informative. Thanks very much!

Sales Refresher Course

Sales Refresher Course

Course Ref. 10073
No. of Days Two days
Participants 6 to 8

Target Audience

This programme is designed for sales people who have been selling for at least a year and who need to revisit and refresh good sales practices.

Course Objectives

understand the psychology of selling, communication and selling skills
know how to make appointments by telephone
have refreshed your selling skills
know how to present XYZ using the sales presentation

Methods

Discussions, exercises and role-plays.  The Action Session will encourage participants to analyse their ability and decide how they are going to sell more.

Important notes

The course will need to be adapted to your sales team, and product or services that you are selling.  It is assumed that you already have a set sales presentation that can be used during the course.

Course Contents

Welcome and introductions

Course objectives and overview

Your role

  • What is your role?
  • What essential knowledge, skills and personal qualities do you require to be successful? 
  • What's expected of you?

The psychology of selling

  • What is selling?
  • What makes people buy?
  • The process of selling: preparation, structured calls, importance of administration
  • Persuading customers to buy - giving them WIIFMs

Selling skills

  • Customer care
  • The essentials of communication: use of voice, choice of words, questioning skills, active listening, giving information
  • Presentation skills
  • Closing
  • Handling resistances and objections
  • Existing the call

Getting appointments

  • Phoning for appointments - using a script
  • Researching companies

The sales presentation

  • The stages of the presentation
  • Using the presentation during the call

Action session

Summary and close