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Training Registration
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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