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 2011 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.
