Improving Your Sales Skills - The Key Elements Of Successful Selling

Improving Your Sales Skills - The Key Elements Of Successful Selling
'Improve Your Selling Skills And 'Close More Orders'

Who Should Attend?
This very popular course is designed for the Salesperson with some experience, who might not have had formal training, or who feels in need of a refresher course. It will also be of benefit to someone about to move into sales,someone who has just been appointed to a sales position, or anyone thinking of sales as a career.

About the Programme
The programme offers a review of those techniques and skills essential to the professional Salesperson. It is a highly participative course that reinforces learning points, through syndicate and practical exercises that are highly relevant to the individual delegate’s business. It is also a very useful course for those people who have just been appointed to a Sales position and who need to understand the fundamentals of Selling.

Course Objectives

To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
To look at the key stages of a sale and clearly identify areas where each delegate needs improvement
To provide delegates with many practical tools that will lead to improved personal performance in their day-to-day work in sales
To help delegates gain a new momentum for their sales development
To improve the ability of each delegate to look at many of the problems of sales with a fresh perspective
To provide each delegate with helpful and practical suggestions to enable them to improve their overall sales performance

What You Will Gain

A more confident and competent approach to the whole sales process
A clear understanding of all the stages of the sales process
A new momentum in your sales approach
The ability to put many of the problems of selling into fresh perspective
Many helpful and practical suggestions to assist you in your day-to-day work
An interchange of ideas

Programme Contents
DAY ONE

The Role Of The Professional Salesperson
Persuading People To Buy
Your Responsibility To Your Company & Your Customer
How Good Are You At Understanding Sales Terminology? - A Questionnaire To Test Your Knowledge
Sales Vs Marketing Vs Negotiation - What’s The Difference?
The Marketing Mix
The 10 'P's Of Marketing
Sales Success - The Management Of The 'Marketing Mix'
The Seven Steps Of A Sale
The Salesperson’s Five Deadly Errors
The Qualities Required In A Professional Salesperson
How To Sell Professionally
Why Do People Buy... Anything?
What We Sell & What Our Customers Buy
The Benefit Concept
Identifying Customer Needs
Questioning Techniques For Effective Selling

DAY TWO

Tangible & Intangible Reasons Why People Buy
Effective Communication In Selling
Learning How To Influence People
Asking The Right Questions
Good & Poor Listeners
The Importance Of Body Language In Selling
Understanding The Five Rules Of Communication
Effective Time Management
Time Management Quiz
Identifying Personal & Environmental Timewasters

DAY THREE

How To Manage Your Time Effectively
10 Rules To Help You
Planning & Organizing For Sales Success
Time & Territory Management
Understanding The Importance Of Key Ratios In Selling
Planning To Achieve Targets - Case Study
Sales Forecasts & Targets
Finding Customers / Prospecting
How To 'Qualify' Your Prospects
Making A Professional Approach

DAY FOUR

How To Make The Right Appointment
The Telephone Approach
Writing For Appointments
Using A Presenter Effectively
Use Of Visual Aids In Your Presentation
Tips For Success In Meetings With Potential Customers
The Use Of Proposals
Objections - Obstacles Or Opportunities?
How To Handle Objections
How To Overcome Price Objections
Closing The Sale
After Sales - Building Long-Term Customer Relationships
'Staying Close To Your Customers'
Role Playing

4 Days - Non-Residential

Delegate spaces available on the following course dates:

Date: 21st September » 24th September, 2008
Location: Dubai
Brochure Price: Dhs 6320.00
Online Price: Dhs 5,688.00 (Ramadan Discount (10%))

Date: 10th November » 13th November, 2008
Location: Abu Dhabi
Brochure Price: Dhs 6320.00
Online Price: Dhs 6,004.00 (Save 5% Online)

Date: 21st December » 24th December, 2008
Location: Dubai
Brochure Price: Dhs 6320.00
Online Price: Dhs 6,004.00 (Save 5% Online)

All courses run during Ramadan from 1st September 2008 to 30th September 2008 will qualify for a 10% discount (including booking online or offline).

To cater for the needs of Muslim delegates fasting, courses will start earlier and all breaks will be substantially reduced.

Tutor / delegate contact time will remain at 6.5 hours.

Dubai Hours: 8:00 a.m. to 3:30 p.m.
Abu Dhabi Hours: 8:00 a.m. to 3:30 p.m.

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.

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"Tutor encouraged comments from all delegates. All of the subject matter was informative and useful for our daily use."
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Spearhead Training > Sales and Marketing > Improving Your Sales Skills - The Key Elements Of Successful Selling

Improving Your Sales Skills - The Key Elements Of Successful Selling 'Improve Your Selling Skills And 'Close More Orders'

Improving Your Sales Skills - The Key Elements Of Successful Selling
'Improve Your Selling Skills And 'Close More Orders'