Category: Sales & Customer Service

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Learning the art of Successful Selling

clinching those important sales deals

Struggling to meet your monthly sales targets? Learning from the experts may be just what you need! STL offers a  Successful Selling course to a wide range of organisations, from IT and Banking to Sporting Facilities and TV Stations. To increase any company’s profitability, a key ingredient is learning the art of successful selling.

Human Resources and Learning and Development departments select this course because many of their employees need to improve their ability to close more deals. Hence, the course is designed for people who are either starting out in sales or those who want to recharge their existing skills and experience.

After this one-day workshop, delegates will have gained the fundamental skills necessary to understand clients’ needs and deal with clients’ objections.

Learning the art of Successful Selling

Benefits of the course

Companies want their staff to employ techniques and strategies to help them gain:

  • Increased confidence in the art of selling.
  • Improved standards of procedure for building customer relationships
  • Increase in a positive mindset, self-confidence and professionalism.
  • Improved questioning and listening skills.
  • Developing the confidence to up-sell, cross-sell and substitute sell .
  • Demonstrate the ability to understand Customers’ requirements and present perfectly aligned solutions.
  • Improved techniques in handling concerns and objections, and increased confidence in closing the sale.
Valuable Learning Outcomes

The Successful Selling course blends theory and practice to great effect so that the learning is embedded. People learn in different ways. Therefore, once a topic has been introduced, there will be time for group discussion, where ideas, experiences, and real-life situations can be shared.

Following this, delegates get to work together on a practical exercise. This involves applying the skills, techniques, and top tips they have learned, in a safe environment.

One of the biggest benefits of the course is that there are delegates from a wide range of industries.  They openly share their hopes, experiences and challenges in terms of successful selling. Delegates always learn a huge amount from each other.

Delegates have the chance to reflect on their own most important attributes which would make them successful salespeople. In addition, they can identify their current  limitations in terms of mindset. They are also able to list the particular skills they need to improve their listening ability. Attendees gain the ability to make a strong first impression with potential customers.

Throughout the course, delegates work on these areas through discussion, practice, and learning by doing.

 

Those attending get the opportunity to practice role-play . In this way, they can gain valuable feedback about what they are doing well and what they still need to improve.

One of the most important aspects of this course is learning how to deal with objections when selling.

 

Usually, potential clients or customers will have some objections. The ability for a salesperson to uncover a customer’s hidden needs and professionally and assertively deal with objections is a key factor in their ability to close deals and be successful. 

Feedback on the course

 “ The Trainer was very experienced in sales and managing sales teams and his expertise and stories really added value to the workshop. “

“ The tips and techniques and especially role-play practice and feedback was really valuable for me. “

“ Really useful day of training. Thanks STL”

The key to successful business growth and profitability is in learning the art of successful selling.

 

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A Structured Approach to Successful Telephone Calls

Why do we need training to talk to people?

The number of people who do not have a structured approach to making and taking successful calls – their lack of basic skills required to answer the phone is surprising. This includes making sales calls or assisting someone who needs information.

Making successful telephone calls STL courses London
Learning how to be assertive at work can help you achieve better calls

They forget the basics of

  • What message needs communicating
  • Who we need to communicate with
  • The reasons why a call is being made
  • Am I building rapport by reading the callers behaviour and mood properly?
  • What behaviour I am displaying and is it designed to create trust?
  • Am I spending more time listening than talking?

These basics can be learnt and practised quickly, even in the busiest offices.

Using a set of rules on how to answer the phone, demonstrates that you’re taking them seriously and are therefore building trust and rapport early on whilst displaying professionalism.

These simple things make the caller feel you are handling their query intelligently;

  1. State the name of the company slowly so the caller knows they have the right number
  2. Greet them and state your name
  3. Ask ‘how may I help you today’?

Yes, it’s common sense yet we still hear flippant or throwaway remarks which hardly explain anything to the caller. “Hello, John speaking” doesn’t really cut it.

A structured approach saves time in the long run

Let’s say you need to transfer a call.

There is a polite set-method in our course which will ensure you offer the very best customer service, will save time in the long run and show the customer that you’re interested in him and his business.

With correct listening skills you know how the person will respond by asking if you need to place him or her on hold. How you handle angry people will tell them lots about your confidence and assertiveness: it should be neutral but engaged.

Asking the reason for the call means that you can prepare the third party and comes across as efficient and professional. As a receptionist or call centre agent, you may have to deal with 3rd parties regularly and this is a polite filter.

The basics of telephone skills such as the careful spelling of words, place names and taking telephone numbers for call-back are crucial, especially when dealing with people from different cultures.

Practise enquiring about the caller while you are transferring them. Allow something they’ve said or the tone of their voice to impact you. The degree depends on the rapport you have managed to build with them, but it keeps your interest so that you don’t leave them dangling “on hold” or forget their name (two of the worst errors to make.)

How it looks on both sides of the telephone

Always make sure you ultimately do the right things to minimise misunderstandings and reduce conflict. Forbes lists the 5 best things to do. And knowing that you handled them correctly goes a long way to building your confidence. You are the main ‘face’ of the company, and the first impression the customer gets.