Sales Skills – face to face for key Sales Staff

Duration

2 days non residential

Overview

If you have a face to face sales target and are finding it difficult to achieve, this programme could be for you.

We will concentrate on the key skills, knowledge and attitude required to successfully sell in face to face conversations. In some circumstances a face to face conversation can only last for a few minutes – we will explore ways of maximizing that conversation.

Planning, diagnostics and customer follow up play a key role for successful sellers and again, we will explore options available.

Who else within your team can supply you with warm leads and how do you encourage them to do so? Again, we will identify ways of supporting others to help you.

Who will the course benefit?

Any face to face sales person who is having difficulty converting leads and opportunities into sales.

Course Objectives

To enable delegate to: Understand how to use a sales cycle to establish key needs and wants that customers have: Identify how to blend a sales and service approach which is customer needs driven – not personal target driven: Skilfully demonstrate their ability to deliver outstanding results: Have pride in their own successes: Prioritise their own customer database and create appropriate contact strategies: Understand how to create a strong and lasting relationship with their own customers.

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. Identify their own action plan for keeping in regular contact with customers.

Content Introduction

Welcome, introduction and objectives: Visioning – Mythical figure to define a successful seller. Whichever way you look at it: Inside looking out. You’re managing this team of people – what would you do as a manager? Activity Management and understanding MI – Do the maths!

Planning ahead: What does my Manager expect from me? What’s my impact? Interaction with others, creating rapport, communication skills. Looking at the customer Central Theme ‘Whichever way you look at it.’: Outside looking in. Introducing the customers. Focus on establishing needs. All the opportunities to identify needs of people for lending.

Sales Cycle: Exploring the sales cycle and understanding the best practise of each stage.

Successful Telecare sessions

Planning and running training sessions and connections meetings

Creating the perfect MI!

Visioning – end of year / end of quarter

What will it look like? What does it mean to you? Pride?

Review and Close