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Fundamental Selling Skills

By: Tom Associates  

Lagos State, Nigeria

18 - 22 May, 2015  5 days

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Professional selling - the modern day skills and qualities needed.

  • How to make appointments and obtain interviews
  • How to probe and identify real needs
  • How to make customers want to buy
  • How to handle objections and obtain clients commitment

Course Contents

DAY ONE

  • Choosing a sales career
  • How modern behavioural changes are influencing sales approach
  • New communications relationships and development of sales competence
  • The five keys to successful selling:
  • Confident communications
  • Knowledge of the customer
  • Knowledge of the products – features, benefits
  • Knowledge of the industry
  • Knowledge of the market and competition
  • Modern prospects - high stress levels, low attention spans

DAY TWO

  • High pressure selling vs customer involvement process
  • The power of product knowledge
  • How to gather credibility and establish personal trust
  • Friendship building for strategic sales relationship
  • Analysis of buying and selling styles
  • Preparation research and planning
  • Making appointments that yield productive meetings

DAY THREE

  • Understanding customers’ needs and customers wants
  • Effective communications - questioning and listening skills
  • Breaking the ice - getting prospects to like you
  • Presenting the product or service
  • Selling the benefits
  • Handling objections

DAY FOUR

  • Product pricing power
  • Selling a brand
  • Closing techniques
  • Managing sales administration
  • Sales reports
  • Territory/Time management

DAY FIVE

  • Experiences in telephone selling
  • Salesperson’s grooming
  • Salesperson’s business etiquette
  • Creating the right impressions
  • Dressing for success
  • Facing a long sales cycle:
  • Short/long term opportunities
  • Key players/priorities
  • Managing areas of weakness/vulnerability
  • Attention to the economics of the business.
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Registration: 8.30 - 9.00 a.m. Class Session: 9.00 - 4.00 p.m. May 18 - 22 May, 2015
NGN155,000.00
(Convert Currency)

08033019120

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