How To Get Started With Sales Training.
Whether you’re switching between workshops or online courses, or thinking about training in person, we’re here to help.
You can present this sales training course material to develop the sales skills of supervisors, team leaders, managers, and sales professionals.
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Trusted By Leading Brands.
Learning Objectives.
Your participants will:
- Examine the main obstacles that can block sales.
- Understand that the nature of selling is viewed as a process.
- Understand a range of sales training techniques.
- Explore techniques to build an effective sales process.
- Understand how to deliver better sales results.
Topics Covered.
1. Selling
- Selling professional services.
- Why people don’t buy.
2. The selling equation
- The selling equation: Activity x Skill x Attitude = Results
3. First impressions
- Managing first impressions.
- How to influence buying decisions.
4. Stages of a sales call
- The stages of the sales call – (opening, presentation, closing, and departure).
- AIDA Formula.
- The role of presentation skills.
- Believability.
5. Communication skills
- Getting information.
- Questioning skills.
- Powerful words for questions.
- The pitfalls in questioning.
- Listening skills.
- Active listening skills.
6. Client expectations
- How to best manage client expectations.
7. Documents
- The client’s record card.
- How to craft a proposal.
- Buying signals and the role of price.
8. How to close the sale
- Effective closing techniques.
- The critical role of non-verbal communication.
- The use of eye contact, personal space, and how not to lose a sale.
What You Get:
- Slide Deck (106 slides)
- Course Workbook (71 pages)
- Activities And Exercises
- Training Guides
- Reading Lists
- Assessment Tools
- Ready-to-Use Marketing Materials
- Action Plans
