Selling skills...

    “Dig the well before you are thirsty"

Chinese proverb

Selling skills - Professional Selling Skills - Leadership development

Many companies have fantastic products, a great team of people, and provide excellent customer service – and yet competitors seem to always have the upper hand. Sounds familiar?

The fact is this: Everyone in your business, who has anything to do with your customers, needs to know how to sell. If they don't have the right selling skills, you’re throwing cash out of the window.

What’s the point in spending another penny on brochures, advertising and websites if your team don’t know how to get people to buy?

If you want to stop losing sales to competition then you've got to sharpen your professional selling skills, and make sure your people demonstrate positive selling skills behaviours – all the time.

It’s one thing to provide knowledge, and enhance selling skills levels – but without the right attitudes and beliefs supporting these, it’s unlikely that results will last.

This is where top-banana’s bespoke selling skills training courses make the differences that count. As well as professional selling skills and knowledge sets, we also focus on the beliefs, behaviours and motivations needed for success.

And since our professional selling skills courses are tailored to suit your needs, we can help your sales process from start to finish – telephone, face-to-face, beginners and experienced professionals alike. Call us to find out how we can make the difference for you!

• Professional Sales Skills
• Advanced selling
• Negotiating
• Influencing
• Retaining customers

EXAMPLE CASE STUDY

We recently worked with a company to standardise their sales process and to identify best practice throughout the company.

Sales Process…

Here is an example of the modular and self study training programme that followed the company’s new sales process…

MODULE TITLES

Customer contacts

Telephone techniques

Customer appointments

Sales process

Qualify customer needs

Qualify business customers needs

Promoting features and benefits

Influencing customer’s selection criteria

Organising product testing

Appraising & valuing product trade-ins

Dealing with customer objections

Negotiating sales

Negotiating sales with business clients

Closing the sale

Product hand over

Customer follow up

Customer satisfaction

Dealing with customer complaints

Customer surveys

Customer service

Prospecting

Identifying potential customers

Generating sales leads

Identifying business leads

Display

Displaying product

Displaying product accessories

Management Information

Reporting to management

Marketing events

Developing a product sales plan

Running marketing events

Finance for sales

Selling finance

Proposals

Developing proposals

Administration

Customer records

Customer databases

Sales process documentation

Plan and prioritise work

And here is some more detail on a couple of these modules…

MODULE – CLOSING THE SALE

Module description: The ability to effectively close after negotiations will improve the sales figures. This module will help sales staff to apply relevant closing approaches in the right way and at the right time.

On completion, the learner will be able to:

• understand the effectiveness of different closing techniques
• apply the relevant closing technique in the sales process
• close sales successfully

MODULE CONTENT

• different closing techniques
• commitments at key stages of the buying process
• application of closing techniques
• reference to benefits of product
• reference to customer needs
• reinforcing the decision to buy
• agreeing time for the customer to think when necessary

Including the following personal competencies:

• dealing with customers in a transparent and honest way
• demonstrating an understanding of customer’s needs

MODULE – IDENTIFYING BUSINESS LEADS

Module description: The successful identification of business leads will ensure we generate sales opportunities. This module will help sales staff to identify business leads using a variety of internal and external information and activities.

On completion, the learner will be able to:

• identify source information for business access
• identify potential business clients using a variety of activities

MODULE CONTENT

• identifying triggers for change in businesses
• using advertising media
• utilising national advertising to advantage
• identifying relevant local market conditions
• business customer profiles
• identifying the data available
• sources of prospects
• opportunities for prospecting
• prospecting activities
• scheduling prospecting activities
• telephone techniques
• sample letters
• capturing and updating business details

Including the following personal competencies:

• stimulating interest in products and services
• influencing the business client to consider our products
• maintaining regular contacts with potential and existing business clients
• applying relevant corporate values and behaviours