Make a flying start to your sales career

We have all experienced unwanted selling. Sales techniques that make us uncomfortable in a variety of ways: feeling under pressure to agree to something we are not sure about, feeling frustrated because the salesperson hasn’t listened to us or simply that we don’t have time and the salesperson won’t take no for an answer. This Sales Learning Laboratory Workshop will guide you through the first steps of selling in a way that responds only to your customer’s needs.

Benefits of attending

At the end of the programme participants will be better able to:

• qualify sales leads;
• prepare for a sales call;
• run an amazing sales meeting;
• handle resistance and objections;
• ask for the business;
• look after that customer forever.

 

What will be covered

People buy people: Understanding the dynamics of business relationships. Creating the right first impression. Establishing common ground. Which approach is best for this customer?

Sales meetings: Listening, summarising, reflecting. Building rapport. Listening with your head and your heart. Correct use of questions.

Handling resistance and objections: Objections as buying signals. Four steps to handling objections.

The close is not the end: Knowing when to ask for the business. Follow up that is right for that customer. Leaving the customer feeling supported.

 

How it will be covered

• Tutor led discussion
• Question and answer
• Practice
• Structured feedback
• Video replay and feedback
• Individual coaching