| ESSENTIAL SELLING SKILLS |
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| Professional Sales Skills to Match the Needs of Your Customers |
| Professional selling skills are not a luxury in today's competitive business world, they are essential. |
| You do not become an excellent sales person by accident, or overnight change into a super salesperson. You must have a process and skill set that can be used and adapted in any situation. |
| This manual provides sales people with all the fundamental selling skills and techniques they need to become successful sales people. |
| It can be read and used as a book, a self-learning tool, or a reference guide. It can be used by individuals to increase their skills and knowledge, trainers to help produce training sessions or by managers for meetings and staff training. It is a mixture of information, practical exercises, self analysis questionnaires and case studies. |
| Below is a summary of this 131 page training manual. |
| Essential Skills for Selling |
| • What Makes a Successful Salesperson |
| • Your Strengths and Development Areas |
| Human – Business Interaction |
| • The need to balance these two levels of interaction with a customer and why |
| Effective Communication Skills for Sales People |
| • The Communication Cycle |
| • Listening Skills |
| • Definition of Listening |
| • Hearing v Listening |
| • Barriers to Effective Listening |
| • Active Listening Skills |
| • Listening Responses – Acknowledgement |
| • Using Positive Language |
| • What Words Work |
| • Controlling Your Voice |
| • Jargon |
| • Types of Questions (Invite) |
| • Open Questions |
| • Asking Questions |
| • Negative Use of Questions |
| Essential Sales Preparation |
| • Sales Planning |
| • Key Ratios |
| • The Pareto Principle |
| • Preparing a Sales Plan |
| • Planning for Sales Success |
| Key Activities for Salespeople |
| • Getting Organised |
| • Breaking Down the Job into its Constituent Parts |
| • Planning |
| • Prospecting |
| • Selling |
| • Administration / Other |
| • Territory Planning |
| Organising and Managing a Sales Territory |
| • Territory Planning |
| Prospecting for New Leads |
| • Prospecting Plan |
| • Producing a Prospecting Plan |
| The Principles of Appointment Booking |
| • The General Principles |
| • The Telephone Call |
| • Call Structure |
| • Open the Call |
| • Set the Agenda for the Call |
| • Ask Questions |
| • Gain Commitment |
| • Close the Call |
| • Structuring the Approach - The Mail Shot |
| Essential Sales Interviews |
| • Preparing for the Sales Interview |
| • The Buying and Selling Processes |
| • The Sales Process |
| • The Buying Process |
| • The Golden Rules of Selling |
| • Establish Rapport |
| • Finding Out |
| • Understanding Buyer Behaviour |
| • Presenting the Solution/Match |
| • Features, Advantages and Benefits |
| • FAB Statements |
| • Dealing with Objections |
| • Closing the Sale |
| • Good and Bad Closing Techniques |
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| Prices |
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| Downloadable PDF format |
£75.00 plus VAT |
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| Bound and printed hard copy |
£95.00 plus VAT plus P&P |
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