13 Feb, 9 May, 31 Jul, 18 Sep, 19 Nov 2008
Time: 9.30 - 5.00
Location: All courses are held at either: 66
Wigmore Street, W1 or 100a
Chalk Farm Road, NW1
Massively improve your skills in face to face sales situations
Who should attend
Those new to face to face sales and also experienced sales staff who wish to enhance their skills.
(for Telesales training please see Telesales and Telemarketing for Success course).
Course content
Your Individual Motivation for Success
Preparing and Planning to Sell! - qualifying and prospecting, fact-finding with lapsed customers, selling more to existing customers. Proper Planning Prevents Particularly Poor Performance! Working to achieve Goals and meet Targets
Selling the Appointment by Telephone - The Steps - Preparation; Openers; fact-finding questions; your sales message! Finding the decision makers; getting past the barriers; presenting prime desire statements; timing appointments for positive results; do’s and don’ts of appointment-making including not hanging on, not selling to secretaries, not putting the brochure in the post! Being busy, enthusiastic, confirming the appointment. Creating quality prospects and appointments with decision-makers/influencers
Preparing for the Sales Appointment - Doing extra homework; checking selling tools in place
Putting the Customer Service face on! Getting confident, fuelled and ready to go
Face to Face with the Prospect - Projecting your personality; attitude; energy; persistence!
Do’s and don’ts for the Reception area; Body Language; The Meet and Greet; Probing, confirming and alternative choice questions; Selling the Benefits, the USP. Reviewing other products for the prospect, other prospects for the products; Overcoming Objections; Actively Listening, Closing the Sale; The move to the next step; the follow-up
Golden Rules for Success
"Thank you for the training you gave my colleagues. They were all very pleased and found it very beneficial" Fancesca I.C., Intrust Limited
"I would like to thank you for building my confidence in my potential sales ability" Jo S., Universal Pictures
"Covered essential tips for successful selling which met my objectives. Role play was particularly useful to reinforce" Anzo F., Gemserve Limited
"I was really happy with the course and I think it is going to help me a lot" Monica S., Sol Melia Hotels
CPD: 6 Hours
FEE: £275 plus VAT or 4 'Block Booking
Places' (from £208 plus VAT)
To book on this course please complete the form below, and an invoice will be sent to you for payment.
(* required fields)
Terms: A full refund (less 20% administration charge) will be made for cancellations received in writing or by email not less than 15 days prior to the course. Cancellations after this time are charged at the full fee.
