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Fundamentals of Selling
Face to face public schedule & onsite training now available. Lunch currently unavailable.
- 1 day Instructor-led workshop
Who is this course for?
Sales professionals new to their role, experienced sales people looking to brush up and benefit from new approaches.
BenefitsBy the end of this course you will be able to:
- Deal confidently with sales appointments
- Plan and effectively manage a successful sales meeting
- Sell with authenticity, built on integrity and authority
- Address and resolve customer objections
- Read a customer's buying signals and when to progress the sale
- Be familiar with top online sales resources
Set the quality level
Understand your personality and how others perceive you
Identify the motives driving a customer purchase
Develop confidence and authority
Be aware of business opportunities
Establishing customer contact
6 steps to a perfect sales call
Dealing with gatekeepers and no names policies
Communicating your value proposition
Agreeing next steps
The Sales Meeting
First impressions count
Gain agreement on key goals
Establish customer requirements
Creating and relating potential solutions
Leveraging marketing resources; customer testimonials, reviews, case studies
Make referral requests a habit
Identify and address objections
Knowing the difference between an objection and concern
Convert an objection into an opportunity
Spot buying signals
Key steps to closing business
Group share on popular sales CRM's
Customer prospecting using social media
Key course takeaways and agreed next steps
What you get
"What do I get on the day?"
Training is held in our modern, comfortable, air-conditioned suites.
Lunch is provided at a local restaurant or pub. Browse the sample menus:
Breaks and timing
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Joining information (how to get to our venues)
Available throughout the day:
- Hot beverages
- Clean, filtered water