How to get sales training materials that will save you time and effort
If you’ve gone to any training and development conferences over the last few years, you’ll have come across lots of talks on how staff need to be instructed on how to sell more.
And yes, expectations are always changing within sales environments. Increasingly, more and more employees also require sales training. Especially, when they have any type of contact with customers.
But, if you are the manager or sales trainer tasked with delivering these courses, you’re more than likely asking yourself some basic questions
- Where do I start?
- What content should I include?
- Where do I find the time to create this content?
This is where we can help with our pre-written and customizable sales training course materials.
Make sure your examples are right for your audience
This training course material will provide your participants with the skills and knowledge required to work within a sales environment that generates results.
The course is aimed at people who need to sell as part of their role. And, this content will improve the skills of participants at all levels within the workplace (e.g., managers, team leaders, supervisors and front-line staff).
The following topics are covered within the slides, manuals and support materials provided.
What is selling – Start the course by discussing selling professional services. And, explore the reasons why people don’t buy.
The Selling Equation – Next, outline the selling equation. Then, examine how to manage first impressions. And, explore how to influence buying decisions.
Stages of a sales call – First, examine the sales call. Next, discuss what is known as the AIDA Formula. And, then explore presentation skills and the concept of believability.
Communication skills – This section explores core sales skills including:
– Getting information
– Questioning skills
– Powerful words for questions
– Pitfalls in questioning
– Listening skills
– Active listening
Client expectations – First, explore how to handle client questions, wants and needs. Then, examine features and benefits. And, conclude this section by discussing how to use transitions and how to handle objections.
Documents – Next, outline a useful approach known as the client record card. Then, explore how to craft a proposal. And, discuss buying signals and the role of price.
Closing the sale – The final section explores effective closing techniques. And, the important role of non-verbal communication. The course ends by discussing eye contact, personal space and how to not lose a sale.
Upon completion of this training course 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
What you get
You will instantly receive the following training course materials to deliver your own sales training courses:
- 79 page participant manual
- 106 powerpoint slides
- Practical exercises
- Further reading
- Course evaluation form
- Action plan
Bonus free training course materials
You will also receive the following free training guides:
- Training icebreakers
- How to select training materials
- Training games
- How to increase participation
- Learn to improve your questioning skills
- How to improve your listening skills
- Learn how to deal with difﬁcult people
- How to evaluate training courses
Frequently asked questions from sales training courses
What is selling?
People buy for many reasons that include:
- To avoid pain
- To reduce risk or loss
- Prestige or Ego
- Enjoyment, pleasure or comfort
- For others
What are the main stages of a sales call?
The typical sales call has 4 identifiable stages. These are:
- The opening
- The presentation
- The closing
- The departure
What are the five main types of sales questions?
There are five main types of sales questions:
Give some examples of buying signals?
Examples of buying signals include:
- The client asks for the price
- The client asks for more details
- The client asks about availability or start dates
- The client starts to calculate numbers
- The client shows sudden friendliness
Can I edit these training course materials?
Yes. You can even add your own logos and deliver them as your own.
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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 client’s 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
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