Successful Selling Techniques

Course details

This course will help participants to effectively use different types of selling techniques for better sales deals. It shows how sales should be planned and managed, ways to overcome customer objections and to finally close the sale.

Objectives

Upon the completion of this course, the participant will be able to:

• Use goal-setting techniques as a way to focus on what should be accomplished and develop strategies for getting there
• Recognise the difference between features and benefits of products and services
• Identify and present the competitive strengths of products and services
• Use different types of selling for different situations
• Identify ways to find new clients and network effectively
• Understand the importance of expanding a client base through effective prospecting
• Be able to identify target markets and target companies with the 80/20 rule in mind
• Identify the objections that can be encountered most frequently
• Learn how to recognise when a prospect is ready to buy
• Use techniques for closing the sale

Target Audience

• Sales Professionals

Course Structure

• This course will use interactive training methods of a combination of lecturing, case studies, group discussion/exercises, role plays and video-based learning

Program Contents

• Module 1: Introduction to selling
• Module 2: Getting Prepared to Make the Call
• Module 3: Creative Openings
• Module 4: Making Your Pitch
• Module 5: Handling Objections and different types of customers
• Module 6: Sealing the Deal
• Module 7: Following Up
• Module 8: Setting Goals\
• Module 9: Managing Your Data
• Module 10: Prospecting and Networking