Effective Sales Course

The aim of this course is to become a super salesperson. When you have completed this course you will be able to define the key concepts associated with Selling and you 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 from preparing a proposal through to closing the sale
• Use these techniques to build an effective sales process for your service
• Explain the benefits of having an effective sales process that can be used consistently to deliver better sales results

By the end of the course, participants should be able to:

• Describe methods for establishing customer trends and types
• Understand the business context and potential sales barriers
• Identify opportunities for sales development
• Plan objectives and set sales goals
• Understand fundamental communication strategies with clients
• Encourage staff participation and monitor sales progress
• Request feedback from customers and respond proactively
• Evaluate effectiveness of sales development and adjust activities
• Maximize sales potential by planning, implementing and evaluating sales
• Recognise the link between sales and "marketing"
• Discover how to use low-cost publicity to get your name known
• Apply personal selling skills to sell products or services
• Apply closing techniques to sell products or services

• Understanding your company's mission & vision
• Determining your personal vision
• Effective Marketing practices
• The 4 - P's of Marketing
• The Marketing plan
• Advertising
• Customer-driven Marketing and Sales
• Customers - our lifeblood
• Competencies of effective sales people
• Defining your client base
• Goal setting for sales
• Effective Time Management
• Administration - Paperwork & Record keeping
• Selling in a recession
• The communication process
• The role of listening in sales
• Personal organization
• Up selling
• Selling in a Recession
• Negotiation Skills
• After-sales Service

Behaviours needed for sales persons

• Reject Rejection
• Some will, some won't, so what
• Developing resilience for sales people
• Persistence and determination

Identifying the Reasons Why Clients Don't Buy! 

• No Trust
• No Hurry
• No Money
• No Need
• No Want or Value
• No Understanding
• No Courage to commit

Closing the Sale

• Overcoming each reason so as to close the sale
• Comprehensive techniques for closing the sale