This module is designed for Sales Executives wishing to develop their professional sales and negotiation capabilities.

Purpose

This programme will reinforce field based induction training and enable newly appointed sales people to become competent in all aspects of professional sales and negotiation skills.

Programme Content

• The 8 by 6 Selling Call
• Journey Planning - Effective use of time
• Setting Call Objectives and maintaining accurate Customer Records
• Call Planning and Preparation
• The value of Observation and Active Listening
• The Structure of the Sales Presentation
• Discovering Customer Needs
• Persuasive Communication
• Selling Features and Benefits
• Identifying Buying Motives
• Handling Objections
• Reacting to Buying Signals
• Closing Positively
• Construction and Delivery of One to One Promotional Presentations
• Communication (Verbal and Written)
• Rules of Selling
• The differences between Selling and Negotiation
• The Negotiation Framework and Techniques
• The "See-Saw" Process
• Post Call Analysis
• Evening Self Study session
• Post Course Action Plan

Methodology

This programme is highly practical with a blend of lecture led sessions, individual and syndicate exercises and role play that provides delegates with the opportunity to improve both selling and negotiation skills and techniques

Outcomes

Delegates will reinforce the learning from their induction training process, and develop a range of new skills and techniques. The proven selling and negotiation frameworks will positively impact on their ability to exceed sales targets.

Venue

The Mill House Hotel, Kingham, Oxfordshire

2006 Dates

14-15 November

2007 Dates

16-17 January | 17-18 April | 3-4 July | 2-3 October