Frank Uncovers Excellence in Leadership

© Copyright Frank D. Kanu 2000-2008

Are there any born sales people? Well, with training they can learn, develop and polish the skills that will make them great sales people.

INTRODUCTION.

Stressing the importance of training; the tools of the salesperson; the ongoing aspects of sales training with repetition, and definitions of customer and salesperson.

PROSPECTING.

For a salesperson to be successful, he needs access to customers. If one doesn’t constantly find new clients, he soon finds his client list and turnover reducing. In this module delegates are taught valuable referral and non-referral techniques. Practical prospecting methods are examined.

THE APPROACH.

What happens when salesperson and client come face to face. How to handle the initial greeting. How to set the client at ease, and to create a selling environment.

The concept of “need satisfaction selling” is looked at, and the questioning techniques to establish client needs are explored. Delegates complete this module with an understanding of how to “marry” customer needs, with their own product or service.

THE PRESENTATION.

This module explains that until customers can answer the question “what’s in it for me?” they are not buyers. The delegates are taught that their product or service is full of features, and it is up to them to translate these features into customer benefits. Presentation skills are handled, and delegates will also learn how to use samples, demonstration units, showrooms and printed material which is available to them.

OVERCOMING OBJECTIONS.

Many salespeople are upset by objections. By understanding that objections are signposts of interest, that can lead us to a successful sale, their attitude to objections becomes more positive.
They will learn how to listen to objections, how to smoke out hidden objections, and how to answer objections. By answering objections, rather than arguing against them, they are then able to move into the sales close.

CLOSING THE SALE.

Closing is really the bottom line in selling, and it is this point that makes salespeople just mediocre or real winners. This module explores: What is a sales close? How to close? When to close?
We then go on to practically work with tried and tested closing techniques. At the conclusion of this module delegates will have developed a willingness to close more sales, and have the job competency necessary to deal with closing.

AFTER SALES FOLLOW UP.

Once the sale is over, this is the best time to make sure that the client is satisfied with what he’s got. This makes the second and third sales that much easier. Also, satisfied customers mean more referred business.

This module teaches delegates how to keep their customer satisfied after they’ve bought.
By developing selling skills, we are able to gain rapport and co-operation quickly and easily from our customers. This programme shows how.

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 Technorati (All Links are external): answer the question  attitude  best time  bottom line  closing techniques  competency  conclusion  constantly  customer benefits  customer needs  definitions  delegates  demonstration units  face to face  great sales  initial greeting  job  mediocre  module delegates  overcoming objections  practically  presentation skills  questioning techniques  referral  repetition  salespeople  salesperson  satisfaction  satisfied customers  selling skills  showrooms  signposts  tried and tested  turnover  willingness  business