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Sales Training - Part 1 Introduction To Sales

The Course

This course provides training to personnel new to the sales function or moving across from other disciplines within the organisation. The course can be tailored for use as an induction package for new employees.


Aim

To provide formal sales training to new and existing personnel involved in the sales function within any organisation. The training provided covers the basic skills and theories central to a successful start in a sales career.


Learning Outcomes

By the end of the course participants will be able to:

LO1: Discuss the need for gaining new business

LO2: Apply the stepping stones to a successful sale

LO3: Describe the preparation required for a successful call

LO4: Demonstrate questioning and listening techniques effectively

LO5: Identify both verbal and non-verbal buying signals

LO6: Handle and overcome objections

LO7: Close a sale


Target Trainee Profile

Any personnel starting out in sales, requiring formal training in sales or crossing over from a different department within an organisation.


Qualification Requirements

None



Course Content

  • The psychology of selling
  • Selling myths and realities
  • The reasons people buy
  • Different styles of selling
  • Adopting a positive approach
    Step-by-step selling
  • The stepping stones to a successful sale
  • Preparation skills
  • Opening the sales call
  • Getting the approach right
  • Gaining the customer's attention
  • Exploring customer needs
  • Information is strength
  • Active listening skills
  • Building customer desire for your products and/or services
  • Selling the benefits
  • Recognising buying signals
  • Handling and overcoming objections
  • Closing the sale
  • Sales role play

Training Methods

This is an interactive course utilising PowerPoint presentation, demonstrate, involve & practice, role-play and group discussion. This programme is available online.


Assessment & Certification

Delegates are assessed on their ability to meet the requirements set down in the training objectives.

Delegates are issued with a certificate of attendance.


Special Requirements

Please advise in advance of any special learning needs or other requirements.




Sales Training Part 2 Advanced Sales Training


The Course

This course provides training for field-salespeople who have worked in field sales for 1 year or more.

It is also a valuable refresher for those who have had previous training.


Aim

To provide advanced sales training to field operatives in the most effective selling practices.

Learning Outcomes


By the end of the course participants will be able to:

LO1: Take action to make the most of their time and territory

LO2: Effectively identify and meet the needs of the customer by using advanced questioning techniques

LO3: Identify and use a communication style appropriate to capture and maintain the buyer's attention, enthusiasm and interest

LO4: Construct professional answers to questions and possible objections

LO5: Present their products and / or services with the buyer in mind

LO6: Recognise and overcome major objection types


Target trainee profile

Field sales operatives of varying experience who wish to become more productive in their position. Potential future sales managers.


Prerequisites

Minimum 1 year field sales experience.


Course Content

  • Territory Planning & Management
  • Setting objectives
  • The importance of preparation
  • Territory planning
  • Examining the call cycle
  • Buy class targeting
  • Effective journey planning
  • Planning your time
  • The routes to making customer contact
    Relationship-building & communication
  • Identifying your customersÂ’ communication styles and behaviour
  • Non-verbal communication
  • Making the right impression
    Identifying customer needs
  • Open and closed questions
  • Advanced questioning techniques
  • Effective listening skills
    Presenting the solution
  • Features-Advantages-Benefits
  • Unique selling points
  • Presenting with the buyer in mind
  • The use of sales aids
    Gaining commitment
  • Recognising and acting upon buying signals
  • Attitude when dealing with objections
  • Objection types
  • The format for handling objections
    Confirming the sale
  • Confirming or closing?
  • Effective confirming techniques
  • To speak or not to speak?

Training Methods

This is an interactive course utilising PowerPoint presentation, demonstrate, involve & practice, role-play and group discussion. This programme is available online.


Assessment & Certification

Delegates are assessed on their ability to meet the requirements set down in the training objectives.

Delegates are issued with a certificate of attendance.


Special Requirements

Please advise in advance of any special learning needs or other requirements.


Our Trainers

In addition to holding 3rd level Training & Development qualifications our trainers each have a minimum of 10 years field-sales experience.

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