Sales Skill Development

This course focuses on the interactive skills necessary to build an effective selling relationship with the customer. Learning is made easier by breaking the sales process down into discrete segments and the necessary skills visualised, discussed and practised. The learning process is supported and maintained by group discussion, individual exercises and role-plays. At the end of this three-day course the sales person will have a strong understanding of the skills needed for effective selling and have received a good grounding in their use.

Course Outline

• Prospecting for potential customers
• Sales planning and setting call objectives
• Opening the call; body language
• Identifying and developing needs; questioning and listening skills
• Presenting the solution; features and benefits; different buyer types
• Proving the solution; demonstrations; support materials; allies
• Closing; how and when; handling objections
• Training and installation; benefits revisited
• Follow-up; the next sale

Negotiation Skills

This is a two-day course in which participants work through actual negotiation situations taken from their own working environment. The emphasis is on practical skills with coaching provided by the group leader as well as feedback from the group to maximise the impact of the session. At the end of the course participants will have developed the ability to define negotiation strategies as well as recognise and handle negotiation tactics whilst maintaining a good relationship with the customer.

Course Outline

• Understanding the factors which affect a negotiation
• Identifying and handling people issues
• The negotiation process; types of negotiator; negotiation tactics
• Establishing the criteria for the negotiation
• Setting the scene; starting the negotiation
• Asking for the other parties needs; facts; tactics; tools
• Stating your own needs
• Discussing differences; handling criticism and getting co-operation
• Finding workable solutions; defining the deal; agreeing action plans

Account Development

This is a two-day course focusing sales force efforts on those accounts that will bring significant additional or new business. The course provides a practical, workshop environment with each salesperson working through their own analysis and developing actions plans with implementation dates and projected results. By the end of the two days each member of the group will have firm action plans in place for at least two accounts, which can be expanded to cover all fertile accounts. In addition they will know whose help will be needed to implement the plans and how to monitor progress.

Course Outline

• Defining a key account; the ideal customer profile
• Compiling the essential information
• Assessing the customer relationship
• Determining positive and negative influences
• Setting both short and long-term objectives
• Risk assessment
• Reviewing progress; results versus plans

Successfully Influencing Groups

This is an important part of the modern salesperson’s repertoire. This two-day course enables participants to develop the necessary skills in a supportive environment. Video recordings and group analysis are used to improve presentations and methods of involving the audience are fully developed to ensure two way communications between the presenter and the group.

Course Outline

• Planning and organising the presentation
• Delivery; body language; voice; enthusiasm
• Listening
• Asking and answering questions
• Following up with key people