Established, since 1997, leading UK based training provider.

Sales Training - The Power to Influence Course Outline

Selling is a science. If you learnt the secrets of selling, you would make faster progress towards your financial goals. You need to be able to successfully sell what you do; this unique course will give you all the skills you need.

Excellent course. Most useful and thought provoking. Material will be applied in the workplace. The trainer's presentation was positive, clearly communicated and vibrant. Well written material and structured presentation.

Customer Reviews

Sales Training - The Power to Influence - Morning

Introduction

Who are you? and what do you want to gain from this sales course?

Sales is based upon a six-part model.

  1. Introduction: First contact
  2. Analysis: of customer needs
  3. Presentation of your solution in relation to their needs
  4. Answer questions or objections
  5. Guide the prospect to a decision to proceed. (Close the sale)
  6. Ask for referrals, add-on sales and repeat business.

Sales Training AM

Our goal is to master this six-step sales sequence:

1. Make First contact:

Introduce yourself with smile
'Have a hook’: You need to gain their attention.
How are you going to gain their attention?

Subset point: Qualification: Is this prospect a serious contender for your time?

2. Analysis of customer needs:

This is the most important step in the sales process.

You must find the gap that exists between 'What the buyer has now' and 'What the buyer wants for the future'
That gap represents both 'the customer needs' and 'your sales opportunity'

3. Presentation of your sales solution:

Only now, when you have identified the customer’s needs, should you propose your sales solution.

Show how your product will give them what they want, and will represent excellent value for money.

4. Answer questions or objections.

Iron out any wrinkles in their understanding of your sales solution.
Eliminate any ambiguities.

Remember that any unanswered question in their mind will be sufficient to stop them progressing.

5. Close the sale: Ask for a positive buying decision:

Don’t hang back.
Ask a closing question.

Gain commitment to either:

  1. Buy your solution or
  2. Move to the next stage of the sales process

6. Add on and multiply:

When you have made the first sale, then ask them to look at other related items on your list of possible services.

Your goal is to sell them more than they originally came for.

And then reap the referrals!

A referral is a fresh lead: a person that your original customer knows who may be interested in your service, and to whom your prospect can put in a word for you.

Sales Training - The Power to Influence - Afternoon

Develop your personal communication skills

You communicate through three channels:

  • Your words
  • Your voice tones
  • Your body language

Learn the use - and abuse - of language

  • Good speech habits
  • Some bad speech habits
  • Harness the power of intelligent questions
  • Expert sales people ask question
  • Expert sales people listen MORE than they speak.

Be aware of three common mistakes

  • Spending too long talking about your own company
  • Acting too friendly, too soon
  • Making too many jokes. Trying to be funny

Become more aware of your voice tones

  • Pitch: Lower voices have more authority
  • Pace: Don’t be a fast talker. Slow down
  • Volume: Middle ground is best. Not too loud, nor too timid
  • Accent: Some accents have a negative effect on the mind. You may have to moderate your accent.

Use your body language more effectively

  • Appearance. How you dress
  • Handshake
  • Eye contact
  • Facial expression (smile)
  • Hand and arm gestures

Create and sustain a positive mental attitude

The right attitude is the secret ingredient of all successful sales people.

  • Nobody likes a grump
  • Cynical pessimism will cost you
  • Rational optimism will earn you more sales

Role play scenarios practice

Feedback and learning the lessons

Summary and close

I found pretty much all of the content very useful. It made me think about things in a different way. Hopefully will return to this material and use it to keep thinking positively about all the forthcoming challenges. Chris presented very well, both clearly and confidently.

Customer Reviews