Fundamental Selling Skills

Open Events for this Topic
27 Jun 2013	WS6394	£279	Manchester City Centre
2 Jul 2013	WS6395	£299	London Euston
3 Jul 2013	WS6396	£279	Birmingham City Centre
18 Sep 2013	WS6397	£239*	London Victoria  *Early Bird Rate
20 Sep 2013	WS6398	£225*	Leeds City Centre  *Early Bird Rate
29 Oct 2013	WS6399	£225*	Manchester City Centre  *Early Bird Rate
5 Nov 2013	WS6400	£239*	London Euston  *Early Bird Rate
7 Nov 2013	WS6401	£225*	Birmingham City Centre  *Early Bird Rate
This workshop can also be run as a custom internal workshop

Internal Event for Your Organisation

We can run this topic as an internal event for your organisation on your premises. This can provide a high quality and cost effective staff development route. More»

Overview

This intensive one-day workshop, suitable for all levels of sales professionals, will give delegates a thorough grounding in current sales technique that, when combined with their own personality and flair, will give them the best chance to overcome common objections, secure top leads and close a greater number of sales.

This short-burst high-impact sales training uses strong theory as a structure but concentrates, through exercises and discussion, on the hands-on practice of selling.

Learning Objectives

Following the workshop delegates will be able to

• plan a sales campaign
• recognise the necessary personal attributes of the salesman
• recognise that selling is a process with two vital elements
• define that process
• breakdown that process into its component parts and begin to improve each part
• develop questioning and skills
• handle objections using the two vital elements
• close – basic closes and how and when to close

Related Workshops

If this event doesn't quite hit the spot, you may be interested in attending one of our other 1 day sales training courses. Follow the links below to view the overviews and scheduled dates.

Advanced Selling Skills

Fundamental Selling Skills

Successful Sales Account Management

Telesales Essentials

Who Should Attend?

This workshop is suitable for current or prospective sales professionals of all levels; those who want to learn the fundamentals of sales, those keen to refine their techniques, and all who are determined to increase their sales figures!

Delegate Feedback

'Very useful, the facilitator was very helpful.'
Sales Consultant, Lighthouse Vending

'Good refresher.'
Business Development Manager, Cleanology

'Understanding & building on the basic skills of sales. Very helpful - interesting all day, did not notice the time going.'
Team Leader, Stratford Upon Avon College

Content

The workshop will cover:

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

Programme

View Programme

Facilitator

Our trainer, who has an MBA and extensive practical experience in several disciplines, has worked at Director level in both the private and public sectors. With strong international experience in the USA, Europe, Africa and Asia he speaks fluent French and good German.

After a successful business career, from international buyer, Sales Director to Managing Director of a transnational company, he has become a professional trainer designing and delivering dedicated training packages to the Private and Public Sector in the UK, USA, Middle East and Europe. He is a hands-on professional with the personality and communication skills to pass on his experience.

While using some theory for structure, the short burst high impact methodology our trainer uses explains the techniques and then embeds them with hands-on practice applying the skills to each delegates’ actual work situation.  Not only do the techniques and ideas become second nature but the organisation sees real results on the bottom line.

Venue and Travel

Venue details and travel information will be included in your confirmation email. If the venue has not been confirmed at the time of booking, then the information will be emailed to you closer to the event.

Booking & Confirmation

Bookings will only be accepted on receipt of full payment PRIOR to the event via cheque, BACS or credit card.  Cheques to be made payable to ‘National Training Resources Limited’.

All reservations will be confirmed by email within two days of receipt of your completed booking form and payment in full and will include venue details and times.

Please direct all conference queries to the Conference Team.
Tel:  0845 130 6152 or 01827 63919.
Fax:  01827 60836 or 01827 61428. 
Email: conferences@national-training.co.uk

Terms & Conditions

Please read our full terms and conditions. Completion and return of the Booking Form constitutes a contract between yourselves and National Training Resources Limited.  Delegate cancellations/transfers are only accepted up to 3 weeks prior to the event and are subject to a small administration charge. Delegate substitutions can be made at any time.  We reserve the right to cancel or alter the event at any time.