How to maximise sales and increase your revenue
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9:30am - 4:30pm
Understand the different approaches to sales
Successful sales people should be focussed on building relationships and gaining commitment. The face-to-face sales interview with a potential buyer is the most important part of the sales function. It can be a make it or break it situation. Unlike written and telephone communication, a buyer's brain will be processing much more information about the sales person. People like to buy from people they like or people who are like them.
Build your own sales cycle
Weak sales people will often lack structure. This workshop encourages sales people to adopt a structured approach to sales, and breaks down each stage in the sales cycle.
Planning and creating - or winning - an opportunity
Understand the importance of planning your approach and intelligence gathering so that you can engage at the right level. By understanding your customer and their needs you are in a stronger position to present a winning offer.
Deal with difficult objections
Sales people often see objections as a customers way out. This course looks at some of the common and uncommon objections, and the different tools that can be used to overcome them whilst focussing on your customer relationship.
Understand the psychology behind sales
Sales people often focus heavily on their role in making the sales. This workshop examines the role of the customer and the journey they go on to reach a buying decision. If a salesperson comes across as shifty, uninformed or lacking in respect, the buyer will pick up on it far easier and the deal could fall through. Sell with conviction and stand up to scrutiny. Treat the customer as an individual. Recognise their personal characteristics and work with their personality types to influence and build a better rapport.
This workshop covers:
- Effective sales communications
- Planning the meeting
- Advanced questioning techniques
- Active listening
- How to match your benefits to needs
- How to bring value to your customers
- Revealing an explicit need
- The approach to relationship selling
- Reading verbal and non verbal buying signals
- Understanding personality types
- Handling objections
- Closing for commitment
- Following up on sales
- Using testimonials