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Dynamic Face to face Sales Skills
(Depending on the skills of delegates, this
is a one-day or two-day programme)
This programme is ideal for personnel who are
new to sales and marketing as well as experienced staff who wish to up-grade
existing skills. The programme is skills based, practical and adapted to suit
the requirements of each delegate.
Role-plays and role-modelling exercises
concentrate on situations expected to be encountered in assertive face-to-face
sales and marketing and examples of effective answers to objections utilising
the specific products or services of delegates are incorporated.
The objective of the training is to prepare
delegates to be able to use the practical communication and sales skills even
when working under pressure and also to assist delegates to understand that
success in sales and marketing in the field requires planning, practice and a
willingness to face and overcome challenges and in addition the programmes aims
at producing optimum sales results.
Programme Content:
- How to set realistic sales goals and also
set realistic goals for how much time you must spend on telephoning and
meeting with prospects to reach your sales goals.
- Prospecting skills
- How to plan what approach you are going to
use for each telephone call and each face-to-face presentation. In other
words, how to think up an angle or “a handle to open the door into the
prospect’s world”.
- How to identify and reach the
decision-maker as quickly as possible.
- What is the difference between selling a
product and SELLING AN APPOINTMENT.
- Dynamic skills that will secure maximum
appointments.
- How to build relationship and assist the
prospect to immediately trust you.
- Probing skills
- How to concentrate on providing
personalised benefits rather than features.
- How to assist the prospect to discover
that he/she wants the product or service.
- How to keep your presentation short and
concise and suited to your unique personality.
- How to use the trial-close effectively.
- How to ask for the commitment without
fearing rejections and objections.
- Dealing with objections.
- Tips that will assist you to remain
self-motivated even on less successful days and how to eliminate the
barriers that impact negatively on your ability to produce consistently at
your full-potential.
- Other face-to-face sales skills.
- Advanced Face-to-face closing skills.
- Advanced skills that will ensure that more
objections result in sales.
- An in-depth look at different types of
prospects and how to adapt sales presentations according to this knowledge
so as to increase sales.
Programme Originator:
Renett Estelle Grové
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