Sales Training Course

Location: Lagos.

Fee: N105, 000

Duration: 3days

The competition in the marketplace is increasing as margins decrease and consumers become more knowledgeable and discerning. Due to these smarter consumers, professionals’ sales people need to know the latest concepts in solution selling.

This course provides you with skills on how to increase sales by asking better questions, gaining loyal repeat customers, overcoming common sales objections, finding referral opportunities and growing a business with professionalism and enthusiasm.

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.

Learning Outcomes

• Interpret prospect needs by conducting a needs analysis
• Master active listening techniques to better connect with & understand clients
• Manage the sales process by understanding where the sale is & how to keep the momentum moving forward
• Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
• Negate competitor quotes, while remaining professional
• Deliver presentations that sell
• Handle objections professionally & effectively
• Master highly effective closing techniques
• Follow-up to develop long-term relationships & future business
• Set goals that motivate
• Manage your sales database effectively

Course Outline

This Sales Training Course 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.

Sales Training Course – Lesson 1 Defining the Sales Process

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

Sales Training Course – Lesson 2 Getting Prepared to make the Call

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

Sales Training Course – Lesson 3 Creative Openings

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

Sales Training Course – Lesson 4 Active Listening

• The importance of active listening
• Minimal Encouragers
• Restating and Paraphrasing to gain commitment

Sales Training Course – Lesson 5 Delivering Presentations that SELL

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

Sales Training Course – Lesson 6 Managing the Sale

• Sales psychology 101
  • Leading representational bias
  • Tie-Downs
  • Tag-Ons
• Competing without competing on price – and maintaining your professionalism

Sales Training Course – Lesson 7 Handling Objections

• Common types of Objections
• Basic Strategies
• Advanced Strategies

Sales Training Course – Lesson 8 Closing the Sale

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

Sales Training Course – Lesson 9 Following Up

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

Sales Training Course – Lesson 10 Setting Goals

• The Importance of Sales Goals
• Setting SMART Goals

Sales Training Course – Lesson 11 Managing your Data

• Choosing a System that Works for you

Sales Training Course – Lesson 12 Manage your pipeline

• What is a sales pipeline
• Using Computerised Systems
• Using Manual Systems
• The stages from prospect to customer
• How to determine your prospects stage
• We share our experiences

About Instructors

Michael Windzor

Front-end dev

Michael Windzor has been teaching students and professional of over past 10+ years, through his workshop he trained up to 25,000+ Android and Java students and Professionals globally.

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