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Sales Training for Non-Sales ProfessionalsSales Training for Non-Sales Professionals

Mastering the Art of Selling

Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.

From £495 List price £650

Training manual sample

Below are some extracts from our Sales Training for Non-Sales Professionals manual.

The Sales Process

There are 7 steps in the Sales Process

1. Prospecting

Objective: Identify and qualify potential leads who might be interested in your product or service.

Key Activities:

  • Research: Use tools and data to find potential customers that fit your target market.
  • Outreach: Initiate contact through cold calls, emails, social media, or networking events.
  • Qualification: Assess whether the leads have the need, budget, and authority to make a purchase.
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2. Lead Qualification

Objective: Determine if a lead is a good fit and ready for further engagement.

Key Activities:

  • Initial Contact: Engage with the lead to understand their needs and pain points.
  • Needs Analysis: Ask probing questions to uncover the lead’s challenges and requirements.
  • Fit Assessment: Evaluate if the lead’s needs align with your product’s benefits.

 

3. Presentation/Demo

Objective: Showcase how your product or service solves the lead’s problem or meets their needs.

Key Activities:

  • Tailored Presentation: Customise your pitch to address the specific needs and pain points of the lead.
  • Product Demonstration: Provide a live demo or trial of your product to highlight its features and benefits.
  • Value Proposition: Clearly articulate the value and unique selling points of your solution.

 

4. Handling Objections

Objective: Address and resolve any concerns or objections the prospect may have.

Key Activities:

  • Listen Actively: Understand the root of the objection by listening carefully to the prospect’s concerns.
  • Clarify: Ask questions to ensure you fully understand the objection.
  • Respond: Provide clear, concise, and empathetic responses that address the concern.

 

5. Closing

Objective: Secure the commitment and finalise the sale.

Key Activities:

  • Proposal: Present a formal proposal or quote outlining the terms and conditions.
  • Negotiation: Discuss and adjust terms as needed to reach an agreement.
  • Final Agreement: Obtain a formal commitment, whether through a signed contract or verbal agreement.

 

6. Follow-Up

Objective: Maintain the relationship and ensure customer satisfaction after the sale.

Key Activities:

  • Onboarding: Provide necessary support and training to help the customer get started.
  • Check-Ins: Regularly follow up to address any issues or additional needs.
  • Feedback: Request feedback to improve your process and address any concerns.

 

7. Post-Sale Support

Objective: Provide ongoing support and build long-term relationships.

Key Activities:

  • Customer Service: Address any issues or questions that arise after the sale.
  • Upselling/Cross-Selling: Identify opportunities to offer additional products or services that may benefit the customer.
  • Loyalty Programs: Implement programs to reward and retain customers.

 

We will be looking at each of these steps in turn and learning techniques to improve productivity and efficiency  for each.

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