Sales Course
Sales Course
Overview
-This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes that are following.
Module 1: Introduction and Course Overview:
Module 2: Why Do We Contact Our Customers?
Learning outcomes: Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered:
• How Your Company Benefits from Customer Contact
• How Your Customer Benefits from Contact with You
• How You Benefit from Customer Contact
Module 3: Starting Out in Sales:
Learning outcomes: A great introduction to sales with a discussion centred on this unique study of two different styles.
Topics covered:
• Case Study: Jackie the Sales Newcomer
Module 4: The Sales Process:
Learning outcomes: Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
Topics covered:
• The Four Steps of a Sale
• How the Sales Cycle Works
Module 5: The Fear Factor in Sales:
Learning outcomes: Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
Topics covered:
• Defining the Fear Factor
• The Myth of the Fear Factor
• Overcoming the Fear Factor
Module 6: Attributes of a Good Sales Person:
Learning outcomes: Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
Topics covered:
• Core Attributes You Need to Succeed
Module 7: Attributes of a Good Sales Person:
Learning outcomes: Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
Topics covered:
• Outline of the AIDA Model
• Attention - Getting Your Customer
• Interest - Creating Interest in Your Customer
• Desire - Motivating Customers to Buy
• Action - Closing the Sale
Module 8: Core Selling Skills:
Learning outcomes: Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
Topics covered:
• Communication Skills in Sales
• Questioning Skills
• Listening Skills
• Getting Organised for Sales
Module 9: Handling Objections:
Learning outcomes: Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
Topics covered:
• Types of Objection
• Good and Bad Practice when Dealing with Objections
• Objection Handling with the LAAC Process
Module 10: Handling Objections:
Learning outcomes: Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
Topics covered:
• The Rules of Likeability
• The Importance of Empathy
• Preparing to Influence Others
Module 11: Making Action Plans:
Learning outcomes: Start your successful journey into sales by using a template to enable a step by step approach.
Topics covered:
• Your Plan for Sales Success
Module 12: Your Personal Action Plan:
TARGET AUDIENCE:
The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.
