| Course Overview | The programme focuses you on how to sell in the context of a customer enquiry. You will workshop the specific attitudes that affect sales performance, look at techniques to enable you to close the sale to arrive at a model for handling enquiries with a sales focus.
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| Key Subject Areas |
- What professional sales is, and is not
- Attitudes and sale objectives
- Objectives for customer contact
- Types of sales and service
- The basic sales model and its application to enquiries
- Building rapport
- Uncovering needs
- Recommendation/presentation
- Getting commitment/action (closing)
- The enquiry handling model
- Sales tips
- Case studies and practice
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| Learning Outcomes | On completion of this programme, you will be able to:
- identify what professional sales is and is not
- explain how attitude affects sales
- explain the difference between reactive and proactive service and sales
- understand the sales model
- employ effective rapport building techniques
- use effective listening and questioning techniques to uncover needs and wants
- present and/or recommend effectively
- get commitment and/or close the sale
- identify opportunities for cross-selling and value adding
- demonstrate how to convert an enquiry.
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