Sales Training Course Outline

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do sales representatives position the features and benefits of the products/services they sell?

Providing sales training plays an important role in helping sales representatives practice and hone their selling skills. This Sales Training program helps sharpen the skills of even experienced sales representatives enabling them to take advantage of sales opportunities and aggressively expand the business. By providing an environment where they can make mistakes and learn from them, organisation’s can benefit from having sales representatives who can make the greatest impact facing their customers on a daily basis.

• Type of Sales
• Common Sales Approaches
• Glossary of Common Terms

• Understanding when it's Time to Close
• Powerful Closing Techniques
• Things to Remember

• Identifying your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions

• Thank-you Notes
• Resolving Customer Service Issues
• Staying in Touch

• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening

• The Importance of Sales Goals
• Setting SMART Goals

• Features and Benefits
• Outlining your Unique Selling Proposition
• The Burning Question that every Customer
  wants Answered

• Choosing a System that Works for you
• Using Computerised Systems
• Using Manual Systems

• Common Types of Objections
• Basic Strategies
• Advanced Strategies

• The Layout of a Prospect Board
• How to use your Prospect Board
• A day in the life of your Board
 

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