BECOME SKILLED AT CREATING OPPORTUNITIES TO SELL MORE EFFECTIVELY
SELLING SKILLS
Selling to customers face to face requires a particular set of skills. Salespeople need to be highly aware of customer needs, able to recognise buying signals and aware of the competitive advantage of their goods or services offer. They also need to be highly skilled communicators, experts in reading body language and have well-developed questioning, listening and assertiveness skills. This workshop will help you acquire those tools to assist you in the sales process and ensure your success. Become skilled at creating opportunities to sell more effectively, at identifying sales prospects, and communicating product benefits and features. Learn how to become an expert at building rapport and relationships with prospects. You’ll also learn how to get inside the minds of your stakeholders, understand how they make decisions and identify how to influence these decisions. Course content includes:
- Understanding why people buy
- The most successful selling style
- The Sales Funnel: from leads to prospects to sales
- Understanding BANT
- Understanding the Buying Cycle
- Core Principles of effective selling
- Engaging the customer
- Capability statements
- The Exploration Phase
- The right questions at the right time
- Building trust through listening and empathy
- Exploring consequences, payoffs and options
- The 4 P’s of Preparation
- Presenting solutions
- Identifying and resolving objections
- Buying signals
- Asking for the sale
- Closing
- Follow-up
- The Power of referrals