Sales, marketing and customer service professionals who need to understand the sales process and utilise a range of techniques to generate new business, develop customer relationships and penetrate customer accounts.
At the end of the course participants will:
Understand the sales process, why people buy and recognise buying signals.
Be able to plan and prepare for outbound sales calls
Respond effectively to incoming calls and recognise sales opportunities
Be capable of using a range of techniques to develop more business from existing customers.
Understand how to overcome gatekeepers, and use various questioning techniques to obtain vital information
Be able to apply a structured approach to developing business, using up-selling and cross-selling techniques.
£450 + VAT
Module One - Introduction
Key Components for Success
Developing a Customer Orientated Approach
Self-Concept—The Master Approach to Top Performance
Module Two - The Sales Process
The Sales Cycle & Using the Sales Funnel
The Multi Call Sales Process & the Importance of Each Stage