Sales and Marketing

This course provides a rock solid introduction to selling successfully.

Summary

We've probably all heard the old cliché that selling is the most fun you can have with your clothes on. Maybe perhaps. What is beyond doubt is that sales are the lifeblood of the organisation. But somehow, sometimes, complacency creeps in.

When was the last time you saw a sales performance to take the breath away? How often do you see iffy exchanges marred by patchy product knowledge? Or customers less than enthralled by a flurry of technical features? How convinced are you that your sales people really get to the heart of the customer need or desire every time?

Are they process and system driven or can they genuinely cter for the customers? Especially for the customer with the wide-of-scheme requirement. This course provides a rock solid introduction to selling successfully.

Details

Lesson 1

• Review of existing sales techniques
• Understanding the difference between large and small scale sales
• Setting objectives – ensuring your call has a clear direction
• Learning the difference between “advances” and “continuations” – when does a salesperson “sell” but not “sell”?
• What can be gained by effective questioning
• Recognising the difference between implied and explicit needs
• Developing urgency within the client
  

Lesson 2

• Developing a relevant and powerful sales message
• Organising the features of your product
• How to sell for the short, medium and long term
• Techniques for preventing objections – “Treating the cause and not the symptom”
• Closing skills – ensuring that progress and an “advance” is made
• Role-plays and analysis throughout both days

Competitive Selling
Course Objective:

• To consider your business as an operation within a competitive environment.
• To clarify the key areas of Competitive Advantage.
• To generate ideas for presenting and discussing your offering with prospective clients.

The course will bring participants to a clear understanding of the difference between an ‘invitation’ to sell competitively, versus a signal to negotiate.

When faced with a client rejection on the basis of a competitor’s lower price, for example, the sales person will be able confidently to convey the value of your product, and to demonstrate how the benefits outweigh the price differential.

Suitable for: any sales people operating in direct competitive situations.