This program will build a good foundation for those new to selling. It is for anyone who requires a briefing on how to work as a competent, professional salesperson. How to sell without resorting to high-pressure techniques is the essence of professional selling as taught on this program.

The principles of effective selling are explained and related to each delegate’s business.  Delegates will be shown how to apply the principles in face-to-face situations. This is a very intensive, participative program in which delegates will be given individual exercises and guidance.

Program Contents

• The Vital Role of the Salesperson
• Why Telling is Not Selling
• Why People Will Buy From You
• Persuasive Communication
• Making it Hard for the Competition
• Developing Your Own Sales Plan
• How to Find New Customers
• Why New Business is So Important
• Preparing to Make a Sale
• First Impressions
• Selling Yourself
• The Sale Before the Sale
• Making Appointments
• Opening the Sale
• Establishing Customer Needs
• How to Ask the Right Questions
• The Importance of Call Objectives
• A Plan for the Call
• Presenting Your Sales Case
• How to Answer the Customer’s Objections
• The Different Kinds of Objections and Strategies for Dealing with them
• Price Handling Techniques
• How to Close the Sale and Secure the Business For Yourself
• Your Personal Plan for the Future
• What Each Delegate Needs to Work at to Ensure His/Her Success

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