Basic Selling Skills

Course duration – 1 day

”Influencing to win the business.”

Business scenario

A natural sales ability together with stacks of enthusiasm is useless unless channelled in the right direction. This course provides new sales people with tried and tested techniques to give a solid foundation from which to set off. It also provides great support and guidance for current salespeople who are looking for more structured and immediately useful tools and techniques

Who will benefit?

This course is suitable for those with little formal sales training or who are looking to refresh and extend their current sales approach. This course will provide the attendees with a set of tools from which to initiate, negotiate and close a sale.

Course objectives

By the end of the course, delegates will be able to:

• Develop questioning models that challenge and involve your customers
• Adapt their sales style to match the customer
• Explain the buying process and how to identify the decision makers
• Develop appropriate tactics to match the type of sale
• Gain and retain the customer’s attention
• Create a rapport with the customer
• Increase the customer’s perceived value of your product/service

Course content

• Objective Setting
• Blue Printing the buyer
• Selling the want, not the need
• Hearing the need
• Using open ended questions to establish need
• Key Communication tools -Words, tone, body language
• Making the most of the first 4 minutes
• Verbal techniques of communicating
• Negation
• Closing the deal

Course Features

The training session will be delivered using a variety of techniques that will include discussion, exercises, case studies and the sharing of past experiences.