Ask the average person in the street to describe their inner most feelings of how they feel about sales people...... and these are the answers you’ll get:-

A sales person is: -

We'll show you how to break down these initial barriers, create empathy and get people to want to buy from you.

Selling isn’t something you do to somebody......

It’s an experience you have with somebody. It should be structured with the sole purpose of resulting in a “win - win” situation for you and the customer. You are there to help the customer buy what they want, and not to force them to have what you want.

Selling should be fun!

It’s one of the most exciting jobs there is.

According to a HARVARD BUSINESS SCHOOL report recently......

98% of all businesses
fail due to a......

LACK OF SALES.

In one, compact, high intensive day...... let us show you how to:-

• Create the best attitude.
• Understand your own body language.
• Learn the best questioning techniques.
• Overcome your fear of closing.
• Be more friendly.
• Be the sales person that the customer asks for.
• Earn more money.
• Maximise profit for your company.
• Be the sales person your company always wants to hang on to.

What's in it for you

• A positive mental attitude about selling.

• Increased confidence in your role as a sales person.

• An enhanced professional image.

• The ability to break down initial barriers, create empathy and get people to want to buy from you.

• The ability to deliver effective answers to difficult questions and objections.

• The ability to close the sale.

How many of your sales people hate cold calling, qualifying and prospecting?

How many of your sales staff find it hard to set appointments, arrange meetings, deliver effective presentations, handle objections and close the sale?

Selling is becoming increasingly difficult for  people who use outdated, manipulative tactics, or for those who are unsure of what to do, or don't feel confident in their abilities.

Buyers are becoming more demanding, and thanks to the Internet, the buyer is able to locate more of your competitors, to compare prices. The only competitive edge in this sales situation, which ultimately decides who gets the order…… is the sales person!

Our 'Successful Selling Skills' workshop helps delegates simplify the sales process, giving them tips and techniques to enable them to produce improved measurable results.

If you want your sales staff to:......

• Sell to businesses more efficiently and effectively.
• Maximise the potential of every call.
• Identify 'true' prospects and 'time-wasters'.
• Use better questioning techniques to generate business.
• Overcome objections and close the sale.
• Prospect whilst selling.

then this workshop is what you're looking for.  Let us help your sales staff become the best they can be.  This workshop is highly interactive, and delegates will discover...

• The luck factor that helps you achieve high performance, and makes you feel more positive about yourself.

• The psychology of the sale and how to use it, so you win more often than lose.

• The key characteristics of successful sales people, why they tend to succeed, and gain an edge over their competitors.

• Questioning techniques to increase the probability of exceeding your buyers needs.

• Relational selling skills and how to apply them for maximum impact.

• How to plan, prepare and effectively use selling tools.

• A simple method to help you increase the number of appointments/leads you get.

• Simple, effortless ways of closing the sale.

• How to easily overcome objections and close the sale.

• The differences in selling techniques, when dealing through the hierarchy of business.

• How to build a bond when faced with cultural differences.

• How to create a presentation that gives you a competitive edge.

This workshop is highly interactive. As well as tips, techniques and strategies, we’ll also show you how to use them for maximum impact and how to apply them to your selling situation.

Please note places are limited to a maximum of 12 delegates to ensure interaction and the opportunity of personal tuition.

Programme Objectives

1. To understand the selling process.

2. To be able to identify the key selling skills required for success.

3. To be able to identify and meet the needs of the buyer.

4. To be able to identify and use a communication style to capture and maintain the buyers attention, enthusiasm and interest.

5. The ability to maintain confidence in any selling situation.

6. The ability to construct professional answers to questions and objection.

2 Day Workshop Programme

Programme Content –

Content of the 2 days:- 9.00am - 5.00pm each day

1.  NEGATIVITY - HOW IT KILLS THE SALE.  

Let's get off to a positive start.  Learn why we are 85% negative in the way we think and talk.  See how this affects the selling process.

2.  PSYCHOLOGY OF THE SALE.  

Why do people buy?  Is it need or want?  Do people make their decisions to buy, from a logical or emotional base?  Does it matter?  Well yes...... it does!

3.  ATTITUDE.  

What personal traits do you need to have, to be successful at selling?  Are great sales people born, or made?  What if you don't have the right attitude?  Can you change?  We'll show you how you can change...... if you want to.

4.  MEET & GREET.

The first few seconds of speaking to someone on the telephone or face-to-face are paramount to creating the right first impression.  Your tone of voice, your smile, your handshake, your image, your dress- code and hygiene!

First impressions are made in the first few seconds.

5.  MAKING FRIENDS.  

"Getting comfortable" conversation to break barriers down.  How to create empathy rather than confrontation.

6.  QUALIFY.

Questioning techniques.  Ever wondered why, when you are trying to sell someone, you sometimes get one word answers?  Wondered why the conversation dries up sometimes?  We'll show you how to become an expert interviewer with:

Open questions. Closed questions. Quality questions.

...... and more importantly

THE VALUE OF SILENCE.

...... How to keep your mouth shut !!!

7.  SELLING WORDS AND BENEFITS.  

There are words that help the sale, and there are words that kill the sale.  Learn what they are, what to use and what to avoid.  Learn what a real benefit is.

8.  PACING.  

Learn how to recognise the speed at which someone else is speaking, and tailor your own sales techniques, to make the prospect feel good about you.

9.  BUYING SIGNALS. 

Learn how to listen for and see buying signals.  They aren't as simple to hear or see as most people think.

10.  CLOSE THE SALE.

Learn how to overcome the fear of rejection.  Gain confidence in closing the sale and asking for the order.

11.  OVERCOME OBJECTIONS.

Let's get used to the fact that prospects are going to give you objections, before making up their mind to buy.  Objections are wonderful.  It means the prospect is probably still interested.  Learn how to handle:-

"It's too expensive."
"How much?"
"I can't afford it."
"I've seen one cheaper elsewhere."
"It wouldn't work for me."
"We don't have the space."

......and much much more......  including the mother of all objections:-

"OK, thanks, I'll have a think about it!"

12. PRICE FRIGHT.

How do you handle the following objections?

"How much??? Crikey!!!"
"I've seen cheaper."
"How much discount can you give me?"
"What's your best price?"
"It's got to be cheaper."
"Dick Turpin at least wore a mask you know."

Most sales people go weak at the knees and give money away, or let the prospect go. 

We'll show you how to MAXIMISE YOUR PROFIT.

13.  NEGOTIATION SKILLS.

Tactics, timing and counter offers.  Using the 'higher authority' to reach compromise.  Going for 'Win-Win'.  Always leaving something on the table to negotiate.  The psychology of the buyer when negotiating.  "Dumbing Down" when necessary.  Learn how to 'flinch'.  Getting commitment, before lowering the price.

14. SELLING INTO THE BRAND.

Understanding the pereived value of 'your' company.

15. REASSURE THE CUSTOMER.

Sometimes it's not enough to take the customer's money and let them go.  We'll show you how to overcome the possibility of the customer "backing out" of the sale, after they've said 'yes'.  Pressure selling creates this "no sale."  Selling isn't a pressured process.

16. UPSELL.

Let's not miss those opportunities to sell the "add ons" and the consumables that go hand in hand with the sale.

17.  REPEAT BUSINESS.

A first purchase is a trial.  You only get a customer if they come back and buy again.  Learn some tried and tested techniques to make the customer come back again.

18. PLANNING AND PREPARATION.

Probably the biggest area of weakness in most salespeople.  A salesperson's time wasted is equivalent to scrap rate in manufacturing and most salespeople are poor at organising their time.

19. The 80:20 Law.

Stop wasting time working on lots of small sales, when you could be working on the larger sales, with the same amount of effore. 80% of business comes from 20% of your customers, in a business to business environment.  Make sure you work your time on the 20% and not the 80% of prospects.

Delegate Comments

"It was all interesting and laid out in an easy to understand manner." Rachel Beardow-Scott - Eurodontic Ltd.

"Excellent - I know exactly what I'm aiming for now." Jamie Lee - Savory Paper.

"Informative, delivered in a way that maintained interest. Relevant to job." Gareth Jones - Barnsley & Doncaster TEC

"Excellent - got me on my feet doing it." I Wilkinson - Styles RPD.

"It highlighted improvement areas - Excellent." Edward O'Donaghue - Carte Blanche

"I now know my weaknesses and strengths and can practise improving my techniques." Wendy Lloyd-Jones - Russell Marketing.

"Excellent - taught by someone who can actually sell and not just a manager who sits behind a desk.  Been on tons of sales courses in last 10 years, this is one that I'll find useful." Sheelagh Smart - Telesales  

"Very up to scratch with sales techniques. Was not boring. Made me feel 100% more confident. Want to sell more." Matthew Smith - Area Sales Manager  

"Entire day was outstanding - it gave me more ideas on sales." Nick Johnson - Sales Executive  

"OUTSTANDING - It helped highlight my needs to improve. It showed various techniques.  Most useful were closing and presentation parts." Joe Clark - Sales Manager  

"It gave a different perspective on the selling game - Excellent." Rob Wade - Technical Baker/Sales  

"Excellent - kept me motivated throughout the workshop, covered all aspects of selling, communication, body language.  Found trainer very enthusiastic.  I really feel positive, refreshed and enjoyed the day." Emma Jordan - Area Manager  

"It gave a good insight into how better to maximise my time and efforts, and the right questions to ask to help increase sales." James Singer - Accounts Manager