Sales Training

Course details

A company's sales force is the frontline for revenue generation and growth, so it's imperative that your sales team is effective, efficient and has the ability to find and close sales opportunities, no matter what industry you're in.

The PD Training Sales Training course provides you, or your team, with the skills to increase their sales by asking better questions, gaining loyal repeat customers, understanding common body language, overcoming common sales objections, finding referral opportunities and growing the business with professionalism and enthusiasm and more.

This dynamic Sales training course can be delivered at your premises anywhere in Singapore by one of our expert local or international trainers.

Learning Outcomes

After completing this course participants will have learned to:

• Interpret prospect needs by conducting a needs analysis
• Master active listening techniques to better connect with & understand clients
• Manage the sales process by understanding where the sale is & how to keep the momentum moving forward
• Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
• Negate competitor quotes, while remaining professional
• Deliver presentations that sell
• Handle objections professionally & effectively
• Master highly effective closing techniques
• Follow-up to develop long-term relationships & future business
• Set goals that motivate
• Manage your sales database effectively

Sales Training Course

• Today's marketplace is highly competitive and every organization is looking for a larger share of the market. In an economy where the customer is king, how do sales representatives position the features and benefits of the products/services they sell?
• Providing sales training plays an important role in helping your sales representatives to practice and hone their selling skills.
• This Sales Training Course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business. By providing an environment where they can learn and try new skills in a role playing scenario, they gain the confidence to close more deals on a daily basis.

MODULES

Defining the Sales Process

• Types of Sales
• Common Sales Approaches
• Glossary of Common Sales Terms

Getting Prepared to Make the Call

• Identifying your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions

Creative Openings

• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening

Active Listening

• The Importance of Active Listening
• Minimal Encouragers
• Restating and Paraphrasing to Gain Commitment

Delivering Presentations that SELL

• Features and Benefits Matched to Customer Need
• Outlining your Unique Selling Proposition
• The Burning Question that Every Customer Wants Answered

Managing the Sale

Sales Psychology 101

• Leading Representational Bias
• Tie-Downs
• Tag-Ons

Competing Without Competing on Price

Maintaining Your Professionalism

Handling Objections

• Common Types of Objections
• Basic Strategies
• Advanced Strategies

Closing the Sale

• Understanding when it's Time to Close
• Powerful Closing Techniques
• Things to Remember

Following Up

• Thank-you Notes
• Resolving Customer Service Issues
• Staying in Touch

Setting Goals

• The Importance of Sales Goals
• Setting SMART Goals

Managing your Data

• Choosing a System that Works for you
• Using Computerized Systems
• Using Manual Systems

Managing Your Pipeline

• What is a Sales Pipeline
• The Stages from Prospect to Customer
• How to Determine Your Prospects Stage
• Sharing our Experiences