Sales Skills – face to face for frontline staff

Duration

2 days non residential

Overview

Having the skills and ability to blend a customer service and a sales approach can be quite difficult. How can you successfully generate sales leads from your customers whilst achieving the sales and service blend?

This programme will show you how this can be achieved whilst establishing real customer needs – not just what your targets need you achieve!

We will also look at the role of the phone and how this can help you in your quest for quality leads.

The programme will take place within a structured training environment with many practical sessions and tutor lead feedback.

Who will the course benefit?

Any first line salesperson who has a sales target and talks directly to the general public on a daily basis

Course Objectives

Identify opportunities being missed during counter conversations and transactions: Feel empowered to achieve results back within their branches: Skilfully demonstrate their ability to deliver outstanding results: Have pride in their own successes: Understand more about the power of telesales and feel more confident in making outbound calls to generate leads: Understand how to produce results through allocated outbound telesales sessions.

Skills Gained

Greater confidence when dealing with customers. New ideas and techniques designed to really establish key needs and wants of customers. An understanding of how to generate sales through face to face transactions as well as over the phone.

Content Introduction

Welcome, introduction and objectives: Visioning - Mythical figure Draw a mythical figure that represents what the successful Seller looks like.

Whichever way you look at it: Define the attitude, skills and knowledge required for successful results. What does my Manager want from me in relation to selling?

Planning ahead: Short, medium, long term customer requirements. Looking at the customer Central Theme ‘Whichever way you look at it.’: Outside looking in. Introducing the customers. Focus on establishing needs. Making the most of all opportunities.

Soft skills: Rapport building, communication skills, listening.

Sales Cycle: Exploring the sales cycle and understanding the best practise of each stage in face to face and telephone discussions.

Successful Telecare sessions: Visioning – end of year / end of quarter What will it look like? What does it mean to you? Pride?

Review and Close