Professional Sales Skills (Sales Training) @ CMI - The Communications and Management Institute


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Sales Training

1. Professional Sales Skills


Content

		Course Aims & Objectives
		Course Content
	1.	Sales presentation skills and
		stages in the sales process
	2.	Identifying and targeting new
		business
	3.	Opening the Call
	4.	Presenting the sales offering
	5.	Buyer Motivations
	6.	Closing the sale in a professional
		manner
	9.	After the sale
		....more

About the Course

This course is designed to advance your sales

skills and develop your confidence in face to

face selling. Ideally suited for individuals

entering sales for the first time and for sales

executives who wish to improve their existing

sales skills to make further progress in the sales

environment.

Course Aims & Objectives

Sales is a process of developing customer

relationships, identifying customer requirements,

communicating and matching the benefits of

your offer specifically to customers needs.

You will learn techniques to open calls, present your offer more professionally,

handle objections, manage difficult customers and will gain important insights in

closing a sale and retaining business. This course explores proven sales approaches

but also seeks to enhance and develop the personal motivation of each participant, so

that you can sell more.

Professional Sales Skills - Course Content

Identifying and targeting new business

Exploiting new areas of opportunity

Defining call objectives and Call Planning

Prospecting and Business development

Sales presentation skills and stages in the sales process

Gaining the Attention of the Customer
Opening the Call
Communications skills in telephone sales
Use communication techniques to identify customer needs
Presenting the sales offering
Buyer Motivations
Matching Product benefits to Customer Needs
Handling customer objections effectively
Dealing with Difficult customers on the phone
Face to Face encounters with buyers
Using products to solve clients problems
Closing the sale in a professional manner
The alternative close, the assumptive close and minor point close
Gaining your customers commitment
After the sale – building customer relations to ensure repeat business
Follow-up and Key Telephone Account Management

Methodology
After a process of group discussions, problem analysis, case studies, role-play, each participant receives a course certificate.

Duration and Cost
The Professional Sales Skills course can be run on a one-to one basis and costs 1180.00 Euro. Also held on a group basis.

Scheduled Dates 2007/2008
Aug, Sept, Oct, Nov, Dec 07.
Jan, March, April 08.


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