Sales and Marketing

Cost: £475 + VAT

Duration: 1 day(s)

Available dates and locations

• London
  • Monday 25/06/2012

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  • Friday 07/09/2012

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  • Friday 05/10/2012

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  • Thursday 01/11/2012

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  • Friday 07/12/2012

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• Use selling behaviour to build partnering relationships with clients 
• Develop your communication skills by active listening, rapport building, questioning and being more confident
• Structure sales contact so that you are in control and get the best opportunity to close the deal

• The qualities of a successful salesperson – what works and what doesn’t
• Developing relationships by adopting the right sales behaviour
• The difference between ‘push’ and ‘pull’ behaviours in the sales process
• Understanding communication – how to use verbal, visual and vocal communication within the sales process
• Active listening and developing rapport through communication techniques
• Using questions – the difference between ‘open’ and ‘closed’ techniques and when these should be used
• Effective summarising as a confidence building tool
• Gaining interest from the client when making the ‘cold call’
• Presenting your case – features and benefits for maximum impact. The six key buying motivations and how to match your features to the benefits
• Handling and overcoming objections – the classic sales objections and how to overcome them so the conversation moves forward. The fundamentals of sales negotiation – recognising the value/cost implications and how to trade currencies
• Closing the deal – a three step process to gaining the client’s commitment