Workshop: Essential Selling Skills
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Essential Selling Skills (2-day Workshop)
This workshop follows a typical sales process & covers all the basic selling skills from initial prospecting through to closing
the sale. The workshop is highly practical & includes a number of practice sessions to develop the skills discussed.
This workshop is ideal for new sales starters or for those looking to refresh their skills.
| Content | Importance |
| Prospecting Opportunity Qualifying Potential |
Identifying the sales potential of a territory & then working it positively to flush out customer opportunity is the essential starting point for sales success. |
| Building Rapport Presenting Credentials |
Initial impressions & rapport made during the first sales meeting are vitally important to create customer confidence & a 2-way dialogue. |
| Identifying Requirements & Expectations |
Having developed initial rapport, the next stage in the sale is to thoroughly explore the customer's situation to identify their requirements & expectations. |
| Features & Benefits Creating Customer Value |
The customer's requirement form the basis of the sales presentation which must demonstrate specific benefits & value in the eyes of the customer. |
| Handling Objections Closing & Negotiation |
To achieve final customer agreement, objection handling and negotiation techniques may be necessary to tip the balance of the sale. |
| Time Management Territory Planning |
Exploiting the sales potential of a territory by managing that territory in a time efficient way, is a key requirement for sales success. |