Effective Selling Skills - Marketing Qualifications
Making eBusiness Easy
Effective Selling Skills
Selling Skills for Business
Overview
This workshop is designed for those who are new to a “face to face” selling role or need a refresher. This highly interactive workshop focuses on learning and practising the fundamentals of a consultative yet persuasive approach to selling.
Duration From two hour topic modules (£149), half day sessions (£249) to a full day (£445), all including materials. Prices plus VAT at prevailing rate.
Group Size Up to 12
Who should attend? Anyone who is in sales environment
How will you benefit? You will learn to work with others to review and develop your own customer service skills
What the programme covers
* What is selling?o The Benefits of effective selling, for you & the organisationo Characteristics and behaviours of an unsuccessful sales persono Characteristics and behaviours of a successful sales person
* Effective communication for face to face saleso Positive verbal & body languageo Recognising a sales processo Maximising the early moments with the customer
* Managing the customer responseo Fact findingo Wants versus needs – maximising “wants”o Effective questioning techniqueso Developing your listening skills
* The buying processo Grabbing attention, generating interest, creating desire and actiono How to gain commitment to the sale
* Handling resistance and objections
* Closing skills / gaining commitments to next steps
* How to deal with problems with returns
* Link or cross selling
* Accessibilityo Providing an accessible serviceo Language and cultural diversityo Welcoming customers of all ages
* Dealing with other difficult situationso The causes of dissatisfaction, handling complaints and resolving problems
Programme delivered by Bill Shearer (MBA, PGCE, MCIM, Dip M.)