Summary

This 2 day course focuses on the key skills required in face to face selling. Delegates will be taken step by step through the face to face sales process including exercises at each key stage. Delegates will leave the course with a plan containing the key actions that they need to implement in face to face meetings to maximise their sales effectiveness.

Course Objectives

This course is aimed to increase the following sales skills:

• Introduction to Selling


• Essential Sales Skills


• Advanced Sales Skills

Course Content

• Face to Face meetings


• The Initial Greeting


• Selling Yourself


• Building Trust


• Developing Rapport


• Opening the Sale


• Identifying and Building Customer Needs


• Building a Sales Case


• Selling to Different Personality Types


• Selling to multiple Decision Makers


• Persuasive Communication


• Presenting your Sales Case


• Making Demonstrations


• Dealing with Objections


• Identifying Buying Signals


• Gaining Commitment and Closing