Participants will understand the sales process and be able to develop their own sales strategy and sales process. They will have an insight into what makes people buy, know how to deal with prospective customers, present benefits, use effective questioning techniques, overcome objections and learn 7 ways to close a sale. It will provide participants with two model processes that can be simply modified, personalised and put to use immediately.

Programme Content

Designing & Implementing the right sales process for your business
Writing Sales Letters
Different approaches to meet prospective customers
Asking the right questions
Preparing quotations
Presenting products and services
Turning features into benefits
Recognising buying signals
How to close a sale

Contents: This course deals with the two key areas, in selling the Process and the

People Skills. The first part will show the participants how to go about

developing a sales process for their business, using proven successful

models we will demonstrate how to adapt the systems to suit their business.

The next step will teach the communication skills, attitude and behaviours

needed at each stage of the process. Everyone will leave with permanent

reference manuals, and pocket reminders, which will assist in installing the

practices as permanent procedures.

“Effective Sales Techniques”

Agenda

Developing a Sales Process

Designing the right sales process for your business

Introducing yourself to prospective customers

Written approaches

Telephone Techniques

Face to Face meetings

Asking the right Questions

Establishing customer needs & wants

Presenting your products and services

Preparing quotations

Presenting your proposal

Selling the features and benefits

Overcoming objections

Recognising buying signals

How to close a sale (selecting the appropriate method)

Effective Communication Skills

The psychology of selling

Why we buy

Listening skills

Non verbal communication

Body language

Upping your verbal & vocal skills

Add power to your words.

Understanding and using suggestion,

Multi Sensory communication

Persuasion

How to develop and demonstrate enthusiasm

Westmeath County Enterprise Board Church Avenue, Mullingar, Co. Westmeath Tel: 044-9349222 Fax: 044-9349009 Email: info@westmeath-enterprise.ie Company Registration: 229546