Workshop: The Principles of Selling
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This 2-day workshop is for those who want to understand the principles of selling in order to create sales success.
It covers all the basic techniques in an interesting & involving way, using examples & case studies
drawn from numerous sales organisations from around the world.
| Element | Content | Detail |
| Prospecting & Qualifying | Identifying Sales Potential Time Management |
Understanding & exploiting the sales potential of a territory and then managing that territory in a time efficient & productive way, is a key requirement for sales success |
| The Opening | Achieving Rapport Presenting Credentials |
The initial impressions made during the first sales meeting are vitally important. Additionally, the rapport created with the customer and the confidence created in the customer are key requirements for a productive relationship |
| The Fact-Find | Customer Requirements & Expectations |
Having developed initial rapport, the next stage in the sale is to thoroughly explore the customer’s situation and to identify their requirements & expectations, which will form the basis of the sales presentation |
| The Customer Proposition | Features & Benefits Presenting Proposals |
Having understood the customer’s requirements, the resulting sales presentation must be impactful and demonstrate specific benefits that create value in the eyes of the customer |
| Closing the Sale | Objection Handling Negotiation |
By this stage, most of the hard work in the sale has been done, but to achieve final customer agreement, various techniques such as objection handling and negotiation can tip the balance of the sale. |
This workshop will be led by Rennie Gould who has worked with some of the most important sales organisations in the world including Nokia, Ford, Axa, BT & Mercedes-Benz.