Catalyst HRD Ltd

T: 01425 402025
E: enquiries@catalysthrd.co.uk

Sales Introduction	2 Day Course

Course Objectives:

To enable individuals to: develop a pro-active approach to selling develop a problem solving approach with customers follow a proven sales process create a positive, professional image of your organisation be a more successful salesperson

Course details:

	What is selling? recognising opportunities the 'sales circle of success' qualities of good salespeople Rapport greeting your customer building rapport preparing the customer for the consultation The consultation discovering the customer's needs basic questioning techniques identifying buying motives listening skills The presentation the correct order of presentation relating benefits to needs obtaining understanding and agreement selling up, on and across Dealing with objections finding the true objection categorising objections overcoming objections Closing knowing when to close buying signals direct, alternative and assumptive closes Complaint calls dealing with unjustified complaints dealing with justified complaints turning complaints into opportunities Understanding the causes of aggression knowing how to reduce aggression coping with your own anger our role in the sales process Following up checking for customer satisfaction service calls gaining repeat business analysing performance in the event of failure

Tailoring the Course Content:

Catalyst will endeavour, with your help and approval, to tailor the course content as much as possible. We can do this by:

Incorporating your organisation's documentation
Referring to your organisation's policies, guides and procedures
Agreeing pre-course and post-course work
Tailoring exercises and the course manual to suit your requirements

For further details on how Catalyst can tailor your course see Tailored Courses.

Facilitation:

This course is participative and challenging. It shows delegates how to use a structured, professional approach when selling complex goods and services. By actively participating in the practical exercises, role-plays, recording sessions and competitive syndicate exercises everyone can improve their sales skills Use is made of a variety of training media including CCTV, video, role-plays and group discussion. The trainers who facilitate this course have extensive sales experience and are keen to give pragmatic advice.

Who should attend?:

Salespeople and support staff eg technicians, programmers, engineers and designers and anyone involved in selling goods and services. New and inexperienced sales people who need an introduction to the basic techniques of selling successfully. Also salespeople who have never received formal training. Experienced salespeople should refer to our Consultative Sales course.