Basic Selling Skills - Best Practice - Course Overview

This interactive two-day workshop looks at the fundamentals of selling. From identifying customer needs, through varying questioning techniques, the presentation of features, advantages and benefits (FAB) and the closing for the deal. The beauty of this course is its simplicity - simply speaking, these are the basic selling skills that will shape your people's success in the future.

Course Content

• The role of the sales person
• Setting your sales objectives
• First impressions and Gaining rapport
• Identifying needs
• Active listening
• Presenting your company and your services
• The sales process - PMA (Probe, Match and Agree)
• Questioning techniques
• Features, Advantages and Benefits
• Closing techniques
• Handing objections
• Delivering customer satisfaction

Who Should Attend

This course is suitable for everyone involved in the sales process within your business. From New Starters and Sales Support to experienced Sales Executives, this programme is an effective catalyst to improved performance in the team, and in the individual. Getting 'back to basics' always delivers outstanding returns.

Course Objectives

After attending this course the participants will have the ability to:

• Plan and prepare for a business-to-business sales call
• Conduct professional face-to-face meetings with prospective clients
• Identify customer needs through effective probing and listening
• Ask open and closed questions appropriately
• Present the features, advantages and benefits of your service effectively
• Manage objections and close deals efficiently