Selling for Success
Who should attend
Those new to face to face sales and also experienced sales staff who wish to enhance their skills.
Course content
Your Individual Motivation for Success
Preparing and Planning to Sell! - qualifying and prospecting, fact-finding with lapsed customers, selling more to existing customers. Proper Planning Prevents Particularly Poor Performance! Working to achieve Goals and meet Targets
Selling the Appointment by Telephone - The Steps - Preparation; Openers; fact-finding questions; your sales message! Finding the decision makers; getting past the barriers; presenting prime desire statements; timing appointments for positive results; do’s and don’ts of appointment-making including not hanging on, not selling to secretaries, not putting the brochure in the post! Being busy, enthusiastic, confirming the appointment. Creating quality prospects and appointments with decision-makers/influencers
Preparing for the Sales Appointment - Doing extra homework; checking selling tools in place
Putting the Customer Service face on! Getting confident, fuelled and ready to go
Face to Face with the Prospect - Projecting your personality; attitude; energy; persistence!
Do’s and don’ts for the Reception area; Body Language; The Meet and Greet; Probing, confirming and alternative choice questions; Selling the Benefits, the USP. Reviewing other products for the prospect, other prospects for the products; Overcoming Objections; Actively Listening, Closing the Sale; The move to the next step; the follow-up
Golden Rules for Success
Trainer John Boulton
Dates 13 Sep 2007, 6 Nov 2007
Time 9.30 - 5.00
Location All courses are held at either: 66 Wigmore Street, W1
or 100a Chalk Farm Road, NW1
Fee £250 + VAT or 4 'Block Booking Places' (from £200 + VAT