COURSE CANCELLED.
Day One:
Maximising Margin
Overview
It is all too easy to discount to ensure you ‘Get the Business’, but would you get it anyway? How many of your staff are unaware of the implications of discounting the sale? Margin erosion is a key problem affecting the bottom line and with the pressures of the customer expecting discounts should be a key focus for the business.
Objectives
Maximise margin by:
• Understanding the key elements that affect profit
• Understanding the costs and benefitsof discounting
• Understanding what your prices represent
• Using good communication skills to identify customer needs
• Using effective sales skills and being a seller, not just an order taker
• Making an action plan to demonstrate what needs to be done differently.
Course Content
• Understanding margin, mark-up, gross profit and net profit
• Knowing when and where to discount
• Understanding price and quality
• Using the services that the company provides to help make the sale
• Building rapport
• Questioning, listening and other verbal communication skills
• Body language and other non-verbal communication skills
• Securing add-on sales
• Dealing with objections
• Demonstrating a good company and product knowledge.
Day Two:
Increasing Sales on the Telephone
Course overview
This course is designed to show delegates the best way to increase sales using telephone contact.It will allow delegates to identify telephone sales opportunities and how to turn them into profit.
Objectives
• Maximising the advantages of using the phone
• Being a seller not just an order taker
• Using effective verbal communication skills efficiently identifying customer needs and promoting quality features as benefits
• Making an action plan to demonstrate what needs to be done differently.
Course content
• Closing the sale
• Techniques for generating a positive customer perception on the telephone
• Turning telephone enquiries into sales
• Questioning, listening and challenging skills
• Building rapport over the phone
• Demonstrating good company and product knowledge
• Understanding features and selling benefits
• Identifying customer needs to cross sell, upsell and increase an order•Following up quotes
•Dealing with different types of customer.
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The price of this course is £430.00 + VAT, the price below is inclusive of VAT.