Anyone in contact with customers and prospects either helps or hinders the sales process. This course gives the essential knowledge and awareness needed.

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Overview
A common error is to believe that selling is only the role of the salesperson. In practice, everyone in the organisation has a role in selling. Customer handling and reputation are key factors in gaining business.

Who Should Attend
Anyone in contact with customers and prospects.

Duration
1 Day

Selling Skills (Sales Awareness) – Course Objectives

Participants will learn:

• • about the underlying factors in the sales process
  • how selling, done in their organisation, fits in with how prospect buy
  • to reach a greater understanding of the perspective of a salesperson
  • how the sales meeting works and their possible roles
  • how the negotiation meetings works and their possible roles
  • how to identify how they can help the sales process

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Selling Skills (Sales Awareness) – Course Outline

What Is Selling?
Definition
Myths
Factors in Persuasion

Buyer’s Thought Process
Stages in the thought process
How selling matches the buyer’s thought process

Sales
What salespeople do
Why salespeople are under stress
Why salespeople can be difficult to work with

The Sales Meeting
Stages in the sales meeting
The role of support personnel

The Negotiation Meeting
Stages in the negotiation meeting
The role of support personnel

How We Help/Hinder The Sales Process
How we help/hinder during:
Telephone liaison
Presentations/Demonstrations
Sales meetings/Negotiations
Contact with existing customers
Definition
Myths
Factors in Persuasion

Buyer’s Thought Process
Stages in the thought process
How selling matches the buyer’s thought process

Salesperson’s Role
What salespeople do
Why salespeople are under stress
Why salespeople can be difficult to work with

The Sales Meeting
Stages in the sales meeting
The role of support personnel

The Negotiation Meeting
Stages in the negotiation meeting
The role of support personnel

How We Help/Hinder The Sales Process
How we help/hinder during:
– Telephone liaison
– Presentations/Demonstrations
– Sales meetings/Negotiations
– Contact with existing customers