The Sales Meeting

Multiple Rollercoasters

Professional Selling is not manipulation or bullying. Special skills are required. This module introduces the skills, situations and key points in a competitive sales process.

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.

Who Should Attend
All new and experienced salespeople.

1/2 Day

Selling Skills (Sales Call) – 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

Selling Skills (Sales Call) – 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