Managing Sales Inquiries

Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes and techniques.


Salespeople are human. They develop good habits and bad habits. The good habits need reinforcement. The bad habits need to be realised and dealt with.

The salesforce is arguably the most ‘expensive’ part of the workforce and yet is predominantly unsupervised at the point that matter most – with the customers. Skills need to be constantly refreshed and developed. As the future of the organisation often lies in the sales, new salespeople must become effective quickly. Investing in the skills of the salesforce has greater return than investment in other areas of skills.

This intensive and practical course is the first in a course giving the key skills required. By using a course, skills are continually built.

Who Should Attend
All new and experienced salespeople.

1.5 Days

Selling Skills (Sales Call and Enquiry) – Course Objectives

Participants will learn:

    • the key success factors in selling
    • a proven approach to a sales call
    • to ‘tune in’ to customers/prospects to increase their success
    • the key elements of preparation and the dramatic effect preparation can have on success
    • the key elements in opening the meeting to ensure success
    • to recognise the importance of questioning in advanced selling
    • a refresher on questioning skills – these skills will be taken to a more advanced level
    • to design questions for important situations and their current accounts
    • a powerful sequence to change priorities and cause action
    • to develop sequences to suit their personal style and current situations
    • valuable questioning techniques to improve their control of a meeting


Selling Skills (Sales Call and Enquiry) – Course Outline

The Professional Salesperson
Success characteristics
The difference between selling and manipulation
Changes in selling – the new ‘Triangles of Effort’
Sales Call Structure

Profiling For Greater Success
Profiling the organisation
Profiling the individuals concerned

Preparing For The Sales Call
Pre-call checklist
Setting the call objective
Handling nerves
Making the most of the reception area

Opening The Meeting
Relaxing the other person
Establishing credentials
Arousing curiosity/interest
Selling the agenda

The Role Of Questioning
Reducing reservations and objections
Demonstrating interest
Finding latent needs
Tailoring the presentation

Questioning Structure
Types of question and their use
Designing questions to uncover needs and improving the quality of responses
Avoiding the pitfalls
Delicate questions
Protecting other persons ego

The G.E.T. Sequence™
How to ‘introduce needs’
Questions that convert ‘needs’ into ‘actions’
How to change ‘need’ priorities

Question Control Skills
The ‘Triple A’ sequence of handling questions
How to control digressions and the conversation flow