Selling Skills Workshop
Kent, London and Lincolnshire
Selling is an art and a skill. Good sales people have mastered these selling skills and seem effortless throughout the sales process as they pursue their goal of closing the deal. The truth is that they are confident, knowledgeable, great listeners and communicators and understand the benefits of what they are selling to their client.
It can be very easy to get bogged down in product or service features, rather than what benefits it will bring to your client. Will it save them money? Will it make them more efficient? Will it make them better than their competitors? Remember, benefits are the results of your clients’ investment in your product or service.
During the Selling Skills Workshop, delegates will gain a valuable insight into how to open a sales discussion and more importantly, how to close the opportunity successfully. Building sales rapport is an integral part of retaining good business relationships and attendees will be able to practice their new skills during the day.
Content of the Selling Skills Workshop
- How to open a sales conversation
- Building sales rapport
- Killer questions
- Recognise the difference between Features, Advantages and Benefits
- Identify your products USP’s
- How to win new business
- Objection handling
- How to close the sale
- Know your competition
- Action planning
Learning outcomes of the Selling Skills Workshop
Delegates will learn a broad range of selling skills that they can utilise with their prospects and customers, in everyday situations. Tips, tools and techniques will be given throughout the day to help attendees have greater confidence in sales situations. There will also be group exercises and a case study to resolve, all of which will enhance the learning process.
The Science of Selling
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer. Not a great approach to selling.
This workshop on selling skills involves developing the right skill set and mind set that is essential to a professional sales person. Controlling conversations with clients by asking the right questions to uncover the real needs, leads to connecting better with customers. As a result, you will be able to overcome objections and close the sale confidently, whilst effectively delivering on your commercial and sales objectives.
Powerful sales questioning techniques
Professional sales people possess an approach that primarily depends on asking a series of questions in a specific order that will enable them to find out customer needs. This can also not only uncover problems or pain, but also ask questions that make the customer realise that the problem he has been facing all along is now too big to ignore. Open questions solicit answers, closed questions result in “yes” or “no” answers.
Selling to different personality types
There is absolutely psychology in selling. Often, salespeople have a single, preferred style of selling and find it difficult to sell to different types of buyers. Part of this workshop will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.
Being able to read your customers and their preferred learning style will give you such an advantage in your sales presentations and negotiations. You will naturally notice an increase in your confidence and effectiveness to close that sale. Drawn from tried and tested methods and enhanced by Neuro Linguistic Programming (NLP) techniques, you will learn brand new approaches to understanding your customers before you even start the sales pitch.
Traditionally used in business to identify where there may be shortcomings, we use a similar model to overlay on top of the sales professional, to identify where the bigger gaps are that need to be filled. In a way, it’s an extension of the SWOT analysis, which will also adequately highlight areas for development. Using the gap analysis, sales people will quickly see what adjustments need to be made to improve their standing. More will be explored on this varied and challenging workshop.
For further information about the availability of the Selling Skills Workshop in your area of South East England, London and Lincolnshire, contact us now on 0800 612 4826