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Selling Skills Refresher

All sales people need a booster from time to time - a reminder of some key principles and an injection of fresh ideas. This is a highly flexible programme, which could include just about anything needed - some possible areas are outlined below.

 

Contents·

  • The Buying Process and prescribing continuum revisited

  • Characteristics of a good salesperson - the customer's perspective

  • Needs-satisfaction selling refresher - key principles

  • Introducing and focusing the call

  • Different questioning techniques / Tactical probing

  • Active listening

  • Presenting targeted benefits

  • Effective use of company literature / materials

  • Asking for commitment

  • Objection handling strategies

  • Building rapport and gaining trust

  • Body language

  • Selling against the competition

  • Handling difficult customers

  • Selling to "Friends"

  • Group selling

  • Self analysis

  • Territory management

 

Format

This will depend entirely on what is needed and could range from a half-day workshop to a much longer in-depth look at key issues.One to one sales coaching is also available if required.

Maximum group size: 9

 

Participants

All sales people at any skill level.

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