Professional Selling Skills

Sales people, client service personnel, account managers and other individuals who need to gain sales commitments from clients.

Identify the key stages in the sales process
Qualify a customer and an opportunity
Match the product to the need in terms that meet the customer’s technical and personal buying criteria
Use effective questioning techniques to assess buyer needs, while building customer commitment towards buying
Handle objections with confidenc

THE DEVELOPING ROLE OF THE SALES PERSON
• Understanding the most important personal characteristics for a salesperson

INITIAL SALES CALLS
• Opening Statements
• Approach methods

KEY STEPS IN SELLING
• The 7 Step Selling Cycle
• Understanding consumer wants and needs
• Recommending solution/s or option/s
• Clearly explaining benefits
• Relationships to needs
• Confirming that the solution and benefits address needs

ASSESSING AND QUALIFYING THE CUSTOMER NEED
• Identifying Customer’s Needs
• Summarising Needs

QUESTIONING TECHNIQUES
• Recognising different types of questions
• Technique for asking and answering questions
• Purposeful Questioning
• Styles of Influence

LISTENING SKILLS
• What is active listening
• Techniques to improve active listening
• Checking and demonstrating understanding
• Individual and group demonstration

MATCHING THE CUSTOMER NEED
• Cost / benefit solutions

THE PRESENTATION OF THE PRODUCT
• Understanding the characteristics of effective
presenters and presentations
• Developing strong communication skills-platform
skills
• Structuring a presentation-introduction, main body
and conclusion
• Using the most appropriate language in
presentations
• Using effective visual aids in a presentation

OBJECTION HANDLING
• Effective Response Methods

CLOSING THE SALE
• Obtaining Commitment
• Basic techniques for closing the sale