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.