Sales
Skills
A sale is always made. Either you sell the customer on
“Yes,” or he sells you on “No.” In
this age of information, the point of sale occurs in more
ways than we could have imagined: TV, radio, direct mail,
the Internet, person-to-person, billboards, shopping malls,
and of course the telephone. We are all bombarded with
opportunities to buy and sell daily and have therefore
conditioned our minds to immediately respond with a
“no” to every sale attempt.
So what makes the difference in a customer’s mind to
retain a product or purchase an item? The answer resides in
the customer’s lifestyle-driven needs and desires.
They need more than a recitation of features and benefits.
Here participants learn customer-focused sales skills that
will allow them to effectively identify the
customer’s needs and provide appropriate solutions
based on industry and product knowledge. Participants also
learn the techniques that help them see that selling is not
an “art,” but a “science.”
Participants will:
• Gain A Better Understanding Of Today's Customers
Explore the driving principles that will allow them to
advance with, focus on, and persuade the customer.
Understand the common pitfalls of selling.
• Explore The Selling Cycle
Several key components exist in all sales processes.
Participants will learn the general pattern for a customer
interaction as well as the basic selling points inherent in
closing a sale.
• Learn To Match Selling Style To Customer Types
Applying the same sales style to each customer will lead to
one thing: lost sales. Close the selling gap by
understanding what style works most effectively with each
customer type. Explore the benefits of selling solutions,
not just products.
• Enhance Listening Skills
Participants discuss effective listening techniques and
ways of improving their listening abilities. Through an
assessment and taped role-plays, participants evaluate
themselves and practice the skills they learned.
• Develop Presentations
Sales presentations are not always one-on-one discussions.
Participants will discuss and prepare the format for
presentations to a group about your company's products
and/or a proposal for business.