Professional Selling Skills

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Overview

This course focuses on the professional, people-to-people elements of selling and develops an understanding of the importance of being seen as ‘The Trusted Advisor’ rather than ‘order takers’.

Most importantly, the course examines the sales process from the buyers’ viewpoint, and concentrates on having clarity as to what the decision criteria is within each sales opportunity.

Who Will Benefit From This Course?

• Professional sales people
• The course may also benefit sales support personnel who work closely with sales people

Learning Outcomes:

• Adopt a systematic and strategic approach to gaining new business
• Understand the skills required for success in very competitive markets
• Understand and use qualification
• Be better able to recognise and influence the decision criteria
• Be better able to recognise additional sales possibilities and opportunities
• Be more self-disciplined in setting sales objectives and forecasting

Content

Understanding The Challenge

• Understanding The Challenge
• The Changing Role of the salesperson
• The Purpose & The Objective of Selling
• Working With Belief Systems & Attitude

The Buying/Selling Process

• The Buyers Cycle
• The Salesperson’s Response
• The Professional Sales Call – SAPO
• The ‘Short’ Sale v The ‘Complex’ Sale

The Role Of Prospecting In Selling

• Customer Profiling
• Prospecting Techniques

Using Qualifying Techniques

• Primary Qualification /Assessment
• How To Qualify
• What Does A Qualifying Technique Tell You?
• Juran’s ‘Truth’

Managing & Maximising Your Pipeline

• The Sales Funnel
• Pipeline Management
• Sales Forecasting Techniques

Selling to ‘Different’ Customer Types

• Buyer Types/Buyer Motives
• Deciding on Your Response
• The Customer Relationship

Decision Criteria (Why ‘buyers’ Buy)

• The Decision Making Process
• How To Work With The Customer’s Thinking
• Handling Customer Concerns

Sales Communication Skills

• Understanding Communication Skills
• Working With The Buyer’s Perception
• Understanding The Power Of Listening
• Using Questions To Influence

Using The ‘Consultative’ Style

• Selling Through The ‘Consultative Approach’
• Spotting Consulting opportunities