Sales Training

A company's sales force is the frontline for revenue generation and growth, so it's imperative that your sales team is effective, efficient and has the key skills to find and close sales opportunities, no matter what industry you're in.

Your Learning Outcomes

After completing this course participants will have learned to:

• Understand the reasons people buy

• Understand the sales cycle and the skills required for each stage

• Know how to generate leads, qualify them and convert them into sales

• Know how to build rapport and transition out of it

• Use the right questions to discover needs

• Know how to earn trust through listening

• Understand the four P's of presenting solutions – prioritise, personalise, prepare, practise

• Know how to respond to and overcome objections

• Recognise when to close the sale and apply different techniques to do so

• Know how to plan to follow up activities

• Know how to ask for referrals

Course Outline for Sales Training

After completing this course, participants will have learned to:

Topic 1

Where you fit in the Sales Cycle

• Why people buy

• The sales cycle

• Your sales Profile

• Reflection

Topic 2

Prospecting

• Turning leads into sales

• BANT - Qualifying Leads

• Keys to successful prospecting

• Your Prospecting Success

• Reflection

Topic 3

Building Rapport

• The Rapport Transition

• Establishing Personal Rapport

• Your Ability to Build Rapport

• Reflection

Topic 4

Discovering Needs

• Asking the Right Questions

• Earning Trust Through Listening

• Your Ability to Discover Needs

• Reflection

Topic 5

Presenting Solutions

• The Four Ps of Preparation

• Leveraging Your Solution

• Your Ability to Present

• Reflection

Topic 6

Overcoming Objections

• Does Objection = Rejection?

• Types of Objections

• 4 Steps to Responding to Objections

• Your Ability to Handle Objections

• Reflection

Topic 7

Closing the Sale

• Knowing When to Close

• Types of Closes

• Examples of asking for the sale

• Your Ability to Close the Sale

• Reflection

Topic 8

Servicing the Client

• Acquisition vs Retention

• Asking for and Working with Referrals

• Your Ability to Service the Client

• Reflection

Topic 9

Reflections

• Create an Action Plan

• Accountability = Action