Essential sales Skills training Course

Many people, whether new to or currently involved in sales skills, receive little or no formal sales skills training. Indeed, often the only direction given is either by accompanying other sales people, minimal in-house training, or even just trial and error with new and existing customers. This, at best is not utilising proven methods to produce or increase sales, but at worst could be detrimental to the future of some businesses in these fiercely competitive times.

The Essential Sales Skills training is designed for people who are new to sales, or for existing salespeople who have either not received any formal training or are in need of a refresher course. The programme presents all the fundamental essential sales skills, techniques and qualities required to develop a professional sales approach to potential or existing customers. The training course includes and understanding and importance of good time & territory management and also covers the essentials of motivation and body language.

The course is not based on any high pressure techniques, sharp practices, or "the latest sales fad" but concentrates on solid sales principles that are the essence of successful professional selling in today’s and tomorrow’s market.

All delegates will receive a comprehensive sales manual, which covers all the aspects of the course, and is ideal for future reference and guidance.

Course Content

  * The professional salesperson
  * Success qualities
  * Motivation and attitudes
  * Planning
  * Time management
  * Territory management
  * New business v existing business
  * Prospecting
  * Cold calling
  * Telephone appointing

  * Probing/fact finding
  * Establishing needs/desires
  * Presenters and presentations
  * Feature/advantage/benefits
  * Pre-empting objections
  * Handling objections
  * Closing techniques
  * Avoiding toxic vocabulary
  * Basic body language
  * Practical examples

 Essential Sales Skills Objectives

To provide a comprehensive understanding of the processes and principles involved in professional sales skills and provide each delegate with a wealth of practical ideas and knowledge to improve personal performance sales skills.
Enable delegates to be self-motivated and to maximise their time & territory.