Sales Skills

Developed with customers over 18 years, this is the original Industrial Selling Skills course which literally thousands of people have enjoyed and benefited from.

If you’re interested, find out more about the pedagogic methodology behind the sales training which helps to make it a success.

Go to 2010 Dates for the open course and details of tailored packages.

Get the basics right! - A 2-day workshop to turn people into confident practitioners of professional sales skills

The Programme

Welcome and Introduction to the Workshop
– aims and objectives

Participants’ introductions

What are you selling?
What do your customers actually buy?
What don’t your customers buy?
– features/advantages/benefits

Coffee

Who are your customers?
– buying behaviour
– who buys what, and why
– targeting the right level

Identifying customer needs
– effective questioning
– active listening
– the power of silence
– planning the right questions

Lunch

Perception versus Reality
– a group exercise

Communication in Selling
– adapting your behaviour
– non-verbal signals
– building and keeping rapport
– personality types

Tea

Objections and Resistance
– what they really mean
– how to handle them

Customer Commitment
– what it is
– how to ask for it
– ‘closing’

Briefing for Day 2 Video Exercise

Day 2

Review Day 1

Video exercise

The exercise involves participants in a simple selling scenario in which two teams compete for a customer’s business. The whole process is videoed, then played back and reviewed as a focus for analysis, discussion and learning.

Adding Value
– the value ladder
– partner or commodity supplier?

Lunch

The Telephone as Sales Tool
– uses and abuses
– inbound call handling
– outbound calls

The Sales Funnel
– forecasting
– performance monitoring
– resource planning

Tea

Personal Action Planning
Participants will devise and commit to a plan of action to implement what they have learned.

Workshop review and close

100 days after the workshop – optional 1 day follow-up to review progress, refresh learning and re-energise action plans.