Effective Selling Skills

Course title

Effective Selling Skills

Overview

A foundation course for sales people who deal with customers face-to-face 

Objectives

Understand the theory and concepts of effective selling

Understand customer psychology and the barriers to purchasing

Learn techniques to enhance customer communication and customer relationships

Develop numerous skills and techniques of effective selling

Deal effectively with customer objections and enhance overall sales performance

Content

The sales cycle

Understanding customer psychology

Why and how customers buy?

Principles of effective selling

How communication really works

Selling products vs services

Preparation and objectives

The role of body language

Appearance and professional impression

Stages of an effective call

Opening the call

Building trust and rapport

Establishing needs

Advanced questioning techniques

Qualifying needs

Communicating features, advantages and benefits

Recognising the buying signals

Cross-selling and up-selling

Handling objections

Removing uncertainty and doubt

Gaining commitment

Delivery

In-company programme (typical group size: 8-12 attendees)

Duration

2 days

Fees

Subject to quotation

Course description

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