Description

Target audience

These sales training course materials are aimed at people who are new to selling or who need to update their sales skills. The content will help improve the skills of participants at all levels within the workplace e.g., managers, team leaders, supervisors and front line staff.

These training course materials will help develop the sales skills of your participants and will provide your participants with the skills and knowledge required to work within a sales environment that generates results.

Course outline

The content focuses on what is needed to help staff to sell more. And, the materials will concentrate on what is selling and will discuss a range of sales techniques.

The following topics are covered within the slides, manuals and support materials provided.

What is selling – The course materials begin by focusing attention on professional services and the reasons why people don’t buy

The Selling Equation – This section outlines the selling equation. Use the content to explore how to deal with attitude and how to manage first impressions. The course materials then explore how to influence buying decisions and behaviour.

Stages of a sales call – Use the content to explore the sales call. And, then explore the AIDA Formula. Use the content to examine presentation skills and the notion of believability.

Communication skills – This section explores core sales skills. These include:

– Getting Information
– Questioning Skills
– Powerful Words For Questions
– Pitfalls In Questioning
– Listening Skills
– Active Listening

Client expectations – This section discusses client questions, wants and needs. Use this content to explore features and benefits. And, the section concludes by looking at how to handle objections by using transitions.

Documents – The part of the course materials outlines the client record card and how to craft a proposal. Next, the content focuses on buying signals and the role of price.

Closing the sale – The final section of the course materials focus on effective closing techniques and the role of non-verbal communication. Use the materials to also look at eye contact, personal space and not losing the sale.

Learning objectives

Upon completion of this training course in sales skills, your participants will be able to:

– Identify the main obstacles that can block sales.
– Understand the nature of selling viewed as a process.
– Understand a range of sales techniques.
– Use these techniques to build an effective sales process.
– Deliver better sales results.

Customer stories

During the early days of HRD Gateway, a 40,000-member international NGO dedicated to excellence in HRD/HRM, I got to know Oak Training programs. I became one of his early customers. I had clients in Asia who wanted training in certain areas. Instead of searching through the net for material, I logged onto his site, found what I wanted, bought their programs, and customized them to suit my clients requirements. The process saved me much time. Later, I bought the Oak Training full set of courses. Over the years, I saw Oak Training grow from a small operation to what it is today. That takes dedication and focus. Because they allowed me to download updates and new versions of these titles, I found I did not have to go to another provider for my raw material.

G K Lim – President, HRD Gateway (int’l NGO dedicated to excellence in HRD/HRM/Talent Management

“I have over 30 years of Training and Development experience. I just finished previewing Oaks newest course entitled Problem Solving. Having done the research, designed and developed many training programs myself from the ground up, I can tell you that this program is ready to go! It is as complete and comprehensive as I have ever seen. It allows for customization and tailoring and is flexible enough to fit any business situation. I have used Oak products in the past and can assure you that you will not find a better product on the market that matches the comprehensive nature, quality and price of this offering, they have thought of everything! Trust me, save yourself a lot of time, money and energy. you don’t have to re-invent the wheel.”

Dave Benak, Owner
TrainingPays

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