Selling Skills

Your course content includes:

• What do you really want from today’s session?
• The six steps of selling
• Selling yourself first
• Preparation
• Initial meeting
• Identify needs
• Satisfy needs
• Closing
• How to handle an objection
• Follow up
• Practical tasks and exercises
• Delegate action plans
• Content updated: September 2010

Comprehensive delegate handout packs:

• Containing practical and well written theory (21 Pages)

Your team and individual task exercises:

• Delegate action plan – what are they going to use in their day to day role
• Knowing what is good about yourself and putting it across to others
• Really preparing for the sale
• Asking the right questions
• Moving the sale conversation along at a steady pace
• Knowing your product/services features and benefits
• How to CLOSE the sale
• Practice overcoming objections
• Sales forms: Fundamentals of effective time management for sales people
• Sales forms: Putting activities into work
• Sales forms: Targeting New Accounts - Strategy
• Two sales case studies
• Building credibility – group discussion
• Task - listening for real accuracy

Detailed trainers notes, containing:

• Advising you about the equipment you will need to deliver this session
• How to run tasks and activities, with potential outcomes and discussion points
• Estimated timings for all discussions, tasks and activities
• When to use each slide, with relevant comments
• General housekeeping
• Hints and tips and where and when to offer guidance and direction

PowerPoint presentation slides:

• 13 slides mirroring your course and delegate handout packs

Audience level: Intermediate through to Managers