Fundamental Selling Skills

• Give structure to the selling process
• Develop the key skills of successful salespeople
• Plan their territory for effective coverage
• Match their sales style to the buyer’s style
• Guide their customers through the sales process
• Overcome objections through problem solving techniques.
• Present their products to solve the customer problems.
• Know how to use social media to enhance sales

COURSE CONTENT

• What is selling?
• The buying and selling process
• What makes a successful salesperson?
• Key activities of a salesperson
• Selling behaviour assessment
• Market and Product Knowledge
• Knowing the market, you are selling to
• Knowing your products and services
• Features, Advantages and Benefits (FAB) of products / service
• Territory Planning
• Relationship management techniques
• How to overcome call reluctance
• Mistakes to avoid in selling
• Introduction to social media selling

FOR WHOM:

Customer Service Managers/Staff, Sales Representatives, Admin Managers/Officers, Marketers, Supervisors, Team Leaders in various segments of the organization in both the Public and Private Sectors.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.