Sales people tell us that their biggest sales challenges are ‘Objection-handling’, ‘Managing discount requests’, ‘Customer indecision’ or ‘Closing the sale’. And also, we know that today’s customers don’t like to feel like they’re being ‘sold to’.
Our training focuses on EVERYTHING that helps; all the small things that count. And importantly, all the mindsets and strategies that help both the customer and sales person to feel in control and confident.
Here is the agenda for our ULTIMATE sales course:
Selling today and how it’s changed.
Mindsets for sales success.
Buying and sales psychology -why it’s important.
How to be natural, credible and ‘human’ .
Structure and managing the interaction; by phone, face-to-face, remotely.
How to be in control yet enable the customer to feel in control.
The impact of body language; even when you’re on the phone.
Using six aspects of your voice.
Seven language habits; words that work.
‘Positioning’ the questions and why it’s so important.
Questions to get a full picture.
Advanced listening and building awareness.
Presenting two key elements: you and your company.
Presenting using personalisation.
Bringing a presentation to life; keeping the customer fully engaged.
Why ‘multi-level’ questions are key.
Using pace, voice and advanced listening.
Helping the customer to overcome indecision.
Pondering and product objections.
Person and provider objections.
Price and discount objections.
How to make the customer feel as though they’re buying.
Bringing confidence and focus.
Creating a positive end to the interaction; moving to the next stage.
Managing next stage objections.
Best practice; ‘say it in writing’ and email tips.
Building rapport and long-term business.
We have other courses for sales people. If you’d like something different, let us know.
We’ve shown below, examples of sales increases achieved as a result of our sales training.
Learn more about our training awards, training projects and training results.