Fundamental Selling Skills (5557)

Welcome and Introduction

Strategic Selling

• Available Targets – use Ansoff to begin the process.
• Ansoff’s Matrix – how to classify and rank available targets.

The Marketing Plan

• Sources of Information – free information that enables us to fully identify all of the players in sectors already served.
• Using the internet to enable us to put together a better marketing plan. 

The Alpha List

• How to establish an Alpha List to decide who we will approach.
• How to keep it alive

Preparation before Contact

• Once we have obtained a list of targets, what preparation do we need before we contact them?
• Where can we get that information? 

The KASH Profile

• What personal attributes must a successful salesperson have?

Tactical Selling - Telephone Skills

• How can we make the telephone really work for us?
• Do’s and don’ts of persuasion on the telephone
• Tips for using your voice effectively
• The Telephone Sales Effort Funnel
• The benefits of Cold Calling
• Gatekeepers and how to get past them
• Voicemail – how to leave messages that get return calls

The Sales Process

The sales process will be the method that we will use to guide and control the customer from first contact through to achieving our objective. It will include:

• Rapport Graph the sales process graphically described
• Introduction – a powerful series of statements that control the way that the customer thinks of us, whilst introducing the purpose of our call.
• Observation - What are we looking/listening for, and why?
• Questioning Skills - the engine that drives the process

• The benefits of Questioning
• “Learning from medicine”                        
• Questioning techniques to get their attention

• The Process Template

• Using a real company - bringing together all we have done so far

• Listening Skills

• Barriers to listening
• Assumptions

• Selling the Sizzle

• Cross-Selling/Up-selling
• Selling value

• Objection Handling

• What objections do we hear every day and how do we answer them?
• Considered Response vs Reactive Response

• Closing Skills

• What is Closing?
• Closing and the Sales Process  
• When to Close
• Barriers to Closing
• Some methods of Closing that really work

Taking the Training forward

Discussion and any further questions