At Training Sales People we specialise in developing bespoke material based on our customer’s very specific requirements, which is why we only train delegates from one business at a time.

 

Our objective is to work with your team to ensure that they leave the training sessions with the confidence and motivation to know that they can thereafter deal with some of the real life issues and situations which they’ll actually encounter (or have encountered) within your industry, and with your customers.

As a result of popular demand, we have produced a bespoke Sales Academy programme which will comprise of between 4 and 12 sessions delivered ideally at six weekly intervals to ensure the momentum is maintained between each session. There is the opportunity at the start of the second and subsequent sessions to review the previous one. Delegates are encouraged to discuss the skills they learnt previously and used in real situations, thereby creating a constant relevance and vibrancy which is maintained throughout the entire programme.

As example of some of the content included in a typical programme is as follows:-

 

Session One

 

Introduction to Professional Selling

  • Professional selling introduction – What is professional selling
  • The professional selling skill set and mind set
  • The perception of sales people
  • The perfect sales person

 

The Professional Selling Mind Set

  • The right state of mind to sell
  • The more No’s you get
  • Visualise your sale
  • Know what you’re selling inside out

Understanding Buyer Types

  • Personality styles
  • What is your personality style
  • Selling to different buyer types

 

Session Two

The Professional Selling Skill Set

  • Controlling a conversation
  • Using the power of questions
  • The OPEN question selling technique

The Importance of Listening

  • The importance of listening
  • Active listening skills

Knowing your FAB:

  • Features, advantages and benefits
  • Customer specific benefits
  • Identifying the customers decision criteria

 

Session Three

 

Handling Objections and Closing the Sale

  • Types of objections
  • Handling the most common objection – Price
  • Handling objections model
  • Nine closing techniques
  • Cross selling and up selling
  • Following up

 

Sales Territory Planning

  • My circles of influence and concern
  • Quality, direction and quality
  • Being efficient and effective
  • Introduction to the 5 steps of territory planning and routing

 

Session Four

 

Telephone Sales Skills

  • Advantages and disadvantages of telephone sales
  • An introduction to selling on the telephone
  • Structuring, and the sales process
  • Why people buy
  • How people buy
  • The role that body language plays in telephone communication
  • Verbal communication techniques
  • Taking inbound enquiries
  • Making effective outbound calls
  • Getting past the gatekeeper
  • Developing a script
  • Closing the sale, so you make an appointment
  • Overcoming objections to the appointment

 

Session Five

 

Negotiating for Results

  • What is negotiation
  • The successful negotiator
  • Preparing for negotiation
  • Making the right impression
  • Getting off to a good start
  • The bargaining stage
  • Reaching mutual gain
  • Dealing with negative emotions
  • Moving from bargaining to closing

 

Session Six

 

Prospecting for Leads

  • Targeting your market
  • Setting goals
  • Why is prospecting important
  • Networking
  • Trade shows
  • Regaining lost accounts
  • Warming up cold calls
  • The 80/20 rule
  • It’s not just a numbers game

 

Session Seven

 

Sales Territory Planning

  • Competition analysis
  • Key customer potential concepts
  • What makes a customer attractive
  • Calculating real customer potential
  • Why set goals and objectives
  • Making sure your goals are SMART
  • Territory routing patterns
  • Measuring and evaluating performance
  • Taking corrective action

 

Session Eight

 

Building Relationships for Success in Sales

  • Focusing on your customer
  • What influences people in forming relationships
  • Disclosure
  • How to win friends and influence people
  • Communication skills for relationship selling

 

Reading Body Language as a Sales Tool

  • What does body language mean in relationship building
  • The concept of personal space
  • What’s your face saying
  • What’s your body saying
  • Mirroring and leading
  • Monitoring your posture
  • Dressing up
  • Shaking hands
  • Business card etiquette

 

Session Nine

 

The Sales Presentation

  • Pre planning your call
  • Arriving on time
  • Your appearance
  • Waiting in reception
  • Meeting your customer for the first time
  • Rapport building
  • Controlling the conversation
  • Body language signs to be aware of
  • Benefits, not features
  • Asking for the business
  • Make sure you’ve definitely got the order
  • Follow up

 

All our courses are instructor led, with the assistance of PowerPoint, and a flip chart, and all the delegates will be presented with a student manual, which they will work through during each session, and retain for future reference.

There will be some theory based learning, plus constant questions, activities, discussion, games and role plays to ensure that all the delegates participate as much as possible within their comfort zones. We will never embarrass any of the participants, or put them on the spot, and any role plays will be incorporated within the sessions, so that the participants are comfortable and relaxed, and are working together. We won’t designate specific times for role playing, which we have found negatively affects the delegates frame of mind throughout the session.

To find out more telephone 03330 015102 or email enquiries@trainingsalespeople.co.uk

 

 

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