Introduction to Sales
Designed For: New Sales People.
Objectives
- To give delegates the tools to build a successful sales career
What you will take away
- Understanding of an effective sales process
- Skills for implementing basic sales techniques
- How to question and actively listen for buying signals
- How to close the sale and handling objections
Programme Content
- What makes a successful salesperson
- The Principles of Sales – Attention, Interest, Desire, Action
- The benefits of a sales process
- Prospecting – identifying the right opportunities
- The Power of the Introduction / First Impressions
- Communication
- 3V’s – Visual, Vocal, Verbal
- Importance of Body Language
- Identifying Needs
- Active Listening
- Listening exercises
- Questioning techniques to establish Needs
- Use of funnelling technique
- Selling Benefits
- Understanding customers’ Buying Criteria
- Features and Benefits
- Matching benefits to needs
- Closing The Sale
- The ABC of selling
- Use of different closing techniques
- Objection Handling
- Types of objection
- Why we get objections
- Objection Handling techniques
The way to gain a good reputation is to endeavour to be what you desire to appear
Socrates
The first step towards getting somewhere is to decide that you are not going to stay where you are
John Pierpoint Morgan
The best thing about the future is that it only comes one day at a time
Abraham Lincoln
Problems cannot be solved within the framework within which they were created
Albert Einstein
You must be the change you wish to see in the world
Mohanda Ghandi
If you can dream it you can do it
Walt Disney
Success depends upon where the intention is
Gita Bellin
When we long for life without difficulties, remind us that oaks grow strong in contrary winds and diamonds are made under pressure
Peter Marshall
To keep a lamp burning, we have to keep putting oil in it
Mother Teresa
Even if I knew that tomorrow the world would go to pieces, I would still plant my apple tree
Martin Luther
Whether you believe you can, or whether you believe you can’t, you’re absolutely right
Henry Ford
Out of clutter, find simplicity. From discord, find harmony. In the middle of difficulty lies opportunity
Albert Einstein
Unless you try to do something beyond what you have already mastered, you will never grow
Anon.
Friendship with oneself is all important, because without it one cannot be friends with anyone else in the world
Eleanor Roosevelt
The greatest mistake you can make in life is to be continually fearing you will make one
Elbert G Hubbard
The journey of a thousand miles must begin with a single step
Lao Tzu
