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| Today’s
successful sales people know the focus has to be their customers.
Building the relationship, providing a service, satisfying the customer’s
needs, listening and understanding rather than talking and seeking
to be understood. Sales people are in the front line, building a reputation
to ensure long term growth as well as short term sales. |
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| In
the "Practical Selling Skills" course we use this focus,
taking the best sales skills and bringing them right up to date. The
course is divided into four modules of three hours each. Starting
with identifying the customer, through to closing the sale and beyond.
We explore all the skills required to be a first class sales person.
As far as possible we use real examples from each industry represented
on the course to bring the skills into focus and additional home assignments
give further opportunities to cement the techniques. |
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| The
course content is very flexible and can easily be adjusted to meet
the needs of the trainees. If you have a number of people in your
sales team you may consider having the training done on your premises
and in that case we would be able to focus the training entirely on
your product or service and on your method of selling. This focused
training is obviously the most effective and you may be surprised
to find that it is often the most cost effective as well. |
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| Each
module starts with a review of the skills covered in the previous
module followed by interactive lectures, practical examples, shared
experiences of how the skills work in action and written tests. |
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| MODULE
1 |
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| The
Sales Cycle |
| In
this section we overview the whole selling process from customer to
close and beyond. This section gives the trainees a clear idea of
what to expect in the coming modules and how each part fits together. |
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| Getting
New Customers |
| To
attract new customers we need to be better than our competitors and
in this section we look at the new, creative ways to expand your customers
base. |
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| Know
your Customer |
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- Customer
profiling
- Developing
a relationship
- Account
development
|
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| Keeping
Customers for ever |
| Good
customer service is the number one reason why your customers will
stay with you. In this section we explore what is involved in providing
good service for all your customers. |
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| Features
/ Needs / Benefits |
| Identify
all the features of your own product or service. |
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| MODULE
2 |
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| Telephone
techniques |
| We
all have to use the telephone in business but many of us fail to get
the best results from our calls. Making an appointment over the phone
and getting face to face with a customer for some people, is harder
than closing the sale. Selling over the phone is also a problem for
some sales people but with a understanding of the techniques involved
the process is a simple one. |
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| Creating
the right impression every time. |
| 90%
of people’s opinion of you is formulated in the first four minutes
of meeting you. In this section we look at creating the right impression. |
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| Need
Support Selling |
| The
next step is to identify or uncover the customer’s true needs
and show how your product or service will satisfy those needs. In
this section we look at the correct use of "Open" and "Closed"
questions and show the salesperson how to listen most and talk least. |
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| MODULE
3 |
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| Handling
Objections |
| There
are three basic types of objection and each should be handled differently
to ensure a successful outcome. |
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| Closing
the Sale |
| For
many sales people this is the hardest part, yet customers or clients
will rarely give you the business if you don’t ask for it. |
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| Selling
at your Higher Price |
| Far
too often our sales teams see price as the only issue. In this section
we explore how to get past the price barriers and close more, higher
priced sales |
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| Follow
Up |
| This
is often forgotten by sales people but a satisfied customer is an
excellent source of repeat business and referred business. |
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| MODULE
4 |
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| Developing
a Winning Attitude |
| Success
in sales is all about winning and in this section we look at what
it takes to be a winner. |
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| The
Salesperson’s Day |
| Getting
the most out of the day, keeping meaningful statistics, keeping accurate
records and reports are essential tasks for successful salespeople. |
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| Final
Written Examination |
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| The
investment for this two day training course is R3950.00 per person
excl vat with a 10% discount if 3 or more people attend from one company.
|
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| The
Practical Selling Skills courses will be run on the following dates: |
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| Durban
|
Johannesburg |
CapeTown
|
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| 23
& 24 February |
9
& 10 February |
16
& 17 February |
| 25
& 26 May |
11
& 12 May |
18
& 19 May |
|
30 & 31 August |
17 & 18 August |
24
& 25 August |
23
& 24 November |
9
& 10 November |
16
& 17 November |
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| Please
click here to register |
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| The
course can also be run at your own premises and is cost effective
for 10 or more trainees. |
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| For
further information about the course or how we can restructure the
course to fit your exact training needs please make contact at info@business-skills.co.za
or by phone 0861 - 444888 |
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