CPD Accredited
Target audience
This sales training course is aimed at people who are new to selling or who need to update their sales skills. This sales skills training course will help improve the skills of staff at all levels within the workplace e.g., managers, team leaders, supervisors, and front line staff.
Sales Skills training will provide the skills and knowledge required to work within a sales environment that generates results.
Course outline
Professional selling skills focuses on what is needed to help staff to sell more. And, the sales training topics will concentrate on what is selling and will discuss a range of sales techniques.
The following sales training topics covered within the sales course outline.
Introduction, the 80:20 Rule – Why 20% of salespeople produce 80% of the business
The Perfect Salesperson – What makes a perfect salesperson and how do the participants individually compare?
Goal Setting – Why and how to set personal performance goals. Followed by an exercise on setting these goals
Build Trust – Developing trust and rapport with a prospect and understanding why this is crucial to their success.
Ask the Right Questions – Developing questioning skills and realizing that it is often questions that will develop sales rather than just a good pitch. With example questions
Engage the Customer – Understanding the lifetime value of a customer, serving them better and ensuring they perceive the value of the relationship
Be Specific – Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer
Make Your Customer Smarter – Realising that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation.
Maximize Your Efficiency – Learning from missed sales and developing further skills to overcome this
Catch Yourself Doing it Right – You can learn from good stuff too!
Know Your Products – An in-depth look at specific products and how to educate themselves in order to maximize sales through product knowledge
Develop a Competitive Advantage – A series of questions that will put the participants one step ahead of the competition
Handle Objections – Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set techniques to overcome objections
Ask for the Business – Ensuring the participants can spot buying signals and know how to respond to them in order to lead the prospect to close
Follow Up After the Sale – Ensuring that the complete sales process is seamless and the participants understand their responsibilities with regard to creating an exceptional customer experience
Apply the Skills in Your Role – A session on ensuring the learning from the session is practically applied in the participant's role
Learning objectives
Upon completion of this course in sales skills, your staff will be able to:
- Explain what sets the best salespeople apart
- Follow set personal goals to sales success
- Use a series of practical sales skills to increase their selling potential
- Practically apply these skills to their sales role
CPD Accredited