Precision Academy
Training Solutions
Sales Training - Part 1 Introduction To Sales
The Course
This course provides training to personnel new to the sales function or moving across from other disciplines within the organisation. The course can be tailored for use as an induction package for new employees.
Aim
To provide formal sales training to new and existing personnel involved in the sales function within any organisation. The training provided covers the basic skills and theories central to a successful start in a sales career.
Learning Outcomes
By the end of the course participants will be able to:
LO1: Discuss the need for gaining new businessLO2: Apply the stepping stones to a successful sale
LO3: Describe the preparation required for a successful call
LO4: Demonstrate questioning and listening techniques effectively
LO5: Identify both verbal and non-verbal buying signals
LO6: Handle and overcome objections
LO7: Close a sale
Any personnel starting out in sales, requiring formal training in sales or crossing over from a different department within an organisation.
Qualification Requirements
None
Course Content
- The psychology of selling
- Selling myths and realities
- The reasons people buy
- Different styles of selling
- Adopting a positive approach
- The stepping stones to a successful sale
- Preparation skills
- Opening the sales call
- Getting the approach right
- Gaining the customerÂ’s attention
- Exploring customer needs
- Information is strength
- Active listening skills
- Building customer desire for your products and/or services
- Selling the benefits
- Recognising buying signals
- Handling and overcoming objections
- Closing the sale
- Sales role play
Training Methods
This is an interactive course utilising PowerPoint presentation, demonstrate, involve & practice, role-play and group discussion. This programme is available online.
Assessment & Certification
Delegates are assessed on their ability to meet the requirements set down in the training objectives.
Delegates are issued with a certificate of attendance.
Special Requirements
Please advise in advance of any special learning needs or other requirements.
The Course
This course provides training for field-salespeople who have worked in field sales for 1 year or more.
It is also a valuable refresher for those who have had previous training.
Aim
To provide advanced sales training to field operatives in the most effective selling practices.
Learning Outcomes
By the end of the course participants will be able to:
LO1: Take action to make the most of their time and territoryLO2: Effectively identify and meet the needs of the customer by using advanced questioning techniques
LO3: Identify and use a communication style appropriate to capture and maintain the buyer's attention, enthusiasm and interest
LO4: Construct professional answers to questions and possible objections
LO5: Present their products and / or services with the buyer in mind
LO6: Recognise and overcome major objection types
Target trainee profile
Field sales operatives of varying experience who wish to become more productive in their position. Potential future sales managers.
Prerequisites
Minimum 1 year field sales experience.
Course Content
- Territory Planning & Management
- Setting objectives
- The importance of preparation
- Territory planning
- Examining the call cycle
- Buy class targeting
- Effective journey planning
- Planning your time
- The routes to making customer contact
- Identifying your customersÂ’ communication styles and behaviour
- Non-verbal communication
- Making the right impression
Identifying customer needs
- Open and closed questions
- Advanced questioning techniques
- Effective listening skills
Presenting the solution
- Features-Advantages-Benefits
- Unique selling points
- Presenting with the buyer in mind
- The use of sales aids
Gaining commitment
- Recognising and acting upon buying signals
- Attitude when dealing with objections
- Objection types
- The format for handling objections
Confirming the sale
- Confirming or closing?
- Effective confirming techniques
- To speak or not to speak?
Training Methods
This is an interactive course utilising PowerPoint presentation, demonstrate, involve & practice, role-play and group discussion. This programme is available online.
Assessment & Certification
Delegates are assessed on their ability to meet the requirements set down in the training objectives.
Delegates are issued with a certificate of attendance.
Special Requirements
Please advise in advance of any special learning needs or other requirements.