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Introduction to Selling
Sell customer focused solutions to meet customer needs. This course is ideal for people who are new to selling or who consider themselves as 'non-salespeople'. You'll discover the essential principles of selling and we'll remove any fear you may have of being seen as high pressure or manipulative.
1 Day
Overview
Every business needs to ‘sell’ in order to succeed, and not everyone understands how selling is a way of enabling the customer to achieve what they want.
You will learn how selling is a customer focused, solutions driven process and increase your skill and comfort at selling your organisation’s products and services.
Who Will Benefit
Non-salespeople or those new to selling who are required to promote their organisation and sell their products and services. Also suited to people who need to understand how selling benefits the customer as much as their own organisation.
Content
- Recognising that everybody sells something at sometime
- Gaining respect as a salesperson
- Developing a role of a professional salesperson
- Selling solutions to overcome the customer’s problems
- Applying sales techniques that build rather than destroy relationships
- Using questioning techniques and listening skills to understand the customer’s needs
- Presenting the features and benefits of the solution
- Gaining the customer’s commitment to buy
- Following through to ensure customer satisfaction.
Learning Outcomes
Participants should be able to:
- Understand and accept the benefits of working in a sales oriented culture in organisations
- Support selling as a positive behaviour for meeting customer needs
- Use some non-manipulative sales techniques
- Correctly use features and benefits to demonstrate their solutions
- Promote products and services based on value rather than price.
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