Sales Training Outline

Title

Sales Training.

Length

Generally half-day, 1-day or 2-day courses but can be delivered via personal sales coaching for more specific sales skills development.

Who is this training for?

Any business, organisation or individual which is new to sales or is looking to increase their existing sales conversions ranging from those in involved in retail through to face-to-face, tele-sales and customer services.

Aims

To help businesses and individuals sell with confidence and help them understand the sales process so they can close every sale.

Objectives

By the end of your training you, your staff and your business will be able to:

• Understand the sales process
• Open up a sale conversation and question customers effectively
• Build a rapport with customers and deal with any objections
• Reduce lost sales by closing every deal

Overview

• Course introduction and overview
• Chosen Modules from any of the following:
• Active Listening / Recap - Listening exercise. Why we recap and how to recap to your customer
• Advise and Recommend - Who is the expert? Delivering the solution. Define the benefits
• Building Rapport - The importance of rapport building. How to build rapport through the sale
• Close Every Sale - Why we must close. When to close. How to close. The power of silence and pauses
• Customer Buying Motives - Identifying the 3 Ps that decide why customers buy. WIIFM - What's In It For Me
• Customer Service - Make every customer a friend for life. Making a difference
• Essential Questioning Skills - Open, closed and probing questions. The questioning game. Constructing the right questions
• Features, Advantages and Benefits (FAB) - FAB exercise. Which do the customers buy on?
• Make The Customer Feel Welcome - Face-to-face and retail (look and feel). Telesales (voice and tone)
• Objection Handling - What is an objection really? How and when to deal with them. The 4 As
• Opening The Conversation - Acknowledging the customer. What do you say to them? Attention grabbers
• Preparation - Internal (personal motivation) and external (hygiene, dress code) factors
• Recommendation - Make your customers your best sales people. Referrals
• The Customer Journey - How people buy in to today's market
• Test the theory - Including customer scenarios, hands-on demonstration and role playing
• Action Plans

Format

All our training and development ideas are thoroughly researched and comprehensively tested prior to delivery, allowing us to work cost-effectively and efficiently.

All our training is based on our initial comprehensive Training Needs Analysis (TNA) with the resulting training courses or programmes reflecting the findings of this analysis.

Personal sales coaching is available for more specific sales skills development.

Our courses include a cost/benefit analysis and we will also help you put Personal Development Plans (PDPs) in place allowing you to monitor your ongoing performance and identify future sales training needs.

Venue

This decision is down to you and the facilities available to you and your business.

Our experiences has shown that any training or coaching needs to be away from busy office areas with, meeting rooms or boardrooms ideal as long as they have adequate seating and desk space, a flip chart and preferably air conditioning.

If your final course requires other specific facilities such as break-out rooms, stages or room for larger groups (20 or more), evening team building or overnight stays then we can look for hotel and conference facilities to meet your requirements and budget.

Ultimately, the training will deliver the skills, knowledge and hands-on practice you require but a comfortable environment ensures your delegates focus on the training and not on any unnecessary distractions.

However, we will always offer and recommend what is right for the training you need.

Additional Information

To find out more about our sales training contact us on Freephone 0808 120 1141 or 07782 324 312 or email us at solutions@brenelltraining.com.