Critical Selling Skills

Course Overview:

Program Aim

This programme aims to teach you how to develop your sales skills around the buying decisions of the customer, and help you consistently hit your sales goals.

Learning Objectives

• Learn the skills and techniques required by a successful sales person in a competitive business environment.
• Identifying Customer Needs
• Making an Effective Presentation
• Gaining Customer Commitment

Course Content

• The Professional Role of the Salesperson
• Rules for Effective Communication
• How to Use the Benefit Concept
• Prospecting, Ways to Find More Business
• Beating the Competition
• Your Own Sequence for a Planned Sale
• Pre-Approach Work
• Making Appointments
• Selling to Multiple Decision Makers
• Creating the Right Impression
• Opening Up the Sale
• Criteria for Purchasing
• Identifying Customer Needs
• Making an Effective Presentation
• Dealing With Difficult Questions
• Handling Price Objections
• Reacting to Buying Signals
• Gaining Commitment
• Effective Closing
• Managing Your Time More Effectively
• Territory Management
• The Qualities for Succes