Training Registration

2 Day Essential Sales Skills

2 Day Essential Sales Skills
This engaging and interactive workshop explores the fundamental sales skills for internal sales staff that are essential in the modern marketplace.

Course type 
Regional or in-company  

Learning format 
Classroom based   

Course duration 
2 days  

Further development opportunities 
Sales Negotiation Techniques
Advanced Sales Training for Sales Executives   

Course overview 
This engaging and interactive workshop explores the fundamental sales skills for internal sales staff that are essential in the modern marketplace.  

Elements of ‘Increasing Sales on the Telephone’, ‘Maximising Margin’ and ‘Sales Negotiation Techniques’, (popular BMF courses in their own right) are included, resulting in a comprehensive and thought- provoking course.   

What do you get?
Certificate of Attendance   

Objectives
Increasing sales by:
  • Maximising the advantages of using the telephone, and being a seller not just an order taker
  • Understanding what your prices represent
  • Considering the true costs of discounting
  • Using effective verbal communication skills and efficiently identifying customer needs
  • Promoting quality features as benefits
  • Understanding the customer and achieving a win-win situation
  • Confidently dealing with tough negotiators and difficult situations 

Course content 
Inter-personal:
  • The Sales Cycle and how to build rapport
  • Understanding and dealing with different types of customer
  • Recognising Customer ‘Key Drivers
  • ’Individual selling styles
  • Dealing with difficult negotiations and situations
  • Non-verbal communication skills: body language, relative positioning and mirroring
Sales Negotiation:
  • FAB – Features, Advantages and Benefits
  • Differentiating yourself from the competition whilst maintaining integrity
  • Objective setting
  • Verbal communication skills: intelligent questioning, listening and challenging. ‘Pushing’ and ‘Pulling’
  • Understanding margin, mark-up, gross profit and net profit
  • Knowing when and where to discount. Gaining advantage from discounting.
  • Handling Objections
  • Closing the Sale
  • Telephone Sales:Techniques for generating a positive initial customer perception on the telephoneTurning telephone enquiries into sales
  • Questioning, listening and challenging skills
  • Identifying customer needs to cross-sell, up-sell and increase an order
  • Following up quotes
  • Conclusion
  • Open forum to encourage best practise. Allows for discussion to celebrate success or address specific concerns and fears.
  • Discussing, agreeing and making an Action Plan to demonstrate what needs to be done differently. 


To book your place, please make sure you are logged in.

The price of this course £430 + VAT (price below is inclusive of VAT)
When
10/4/2017 9:30 AM - 10/5/2017 4:00 PM
Where
BMF 1180 Elliott Court, Coventry Business Park, Herald Ave Coventry CV5 6UB England

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