Sales Skills Training Courses from Activia

Sales Skills: Essential Selling Skills

A 1-Day Training Course

Course Content

Course Aims

This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes thet are following.

Who Should Attend

The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.

Course Outline
This course is a 1-day training course structured into 12 modules.
Module 1
Introduction and Course Overview
Module 2
Why Do We Contact Our Customers?
Learning outcomes
Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered
  • How Your Company Benefits From Customer Contact
  • How Your Customer Benefits From Contact With You
  • How You Benefit From Customer Contact
  • Module 3
    Starting Out in Sales
    Learning outcomes
    A great introduction to sales with a discussion centred on this unique study of two different styles.
    Topics covered
  • Case Study: Jackie the Sales Newcomer
  • Module 4
    The Sales Process
    Learning outcomes
    Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
    Topics covered
  • The Four Steps of a Sale
  • How the Sales Cycle Works
  • Module 5
    The Fear Factor in Sales
    Learning outcomes
    Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
    Topics covered
  • Defining the Fear Factor
  • The Myth of the Fear Factor
  • Overcoming the Fear Factor
  • Module 6
    Attributes of a Good Sales Person
    Learning outcomes
    Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
    Topics covered
  • Core Attributes You Need to Succeed
  • Module 7
    The AIDA Sales Model
    Learning outcomes
    Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
    Topics covered
  • Outline of the AIDA Model
  • Attention - Getting Your Customer
  • Interest - Creating Interest in Your Customer
  • Desire - Motivating Customers to Buy
  • Action - Closing the Sale
  • Module 8
    Core Selling Skills
    Learning outcomes
    Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
    Topics covered
  • Communication Skills in Sales
  • Questioning Skills
  • Listening Skills
  • Getting Organised for Sales
  • Module 9
    Handling Objections
    Learning outcomes
    Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
    Topics covered
  • Types of Objection
  • Good and Bad Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
  • Module 10
    People Buy From People
    Learning outcomes
    Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
    Topics covered
  • The Rules of Likeability
  • The Importance of Empathy
  • Preparing to Influence Others
  • Module 11
    Making Action Plans
    Learning outcomes
    Start your successful journey into sales by using a template to enable a step by step approach.
    Topics covered
  • Your Plan for Sales Success
  • Module 12
    Your Personal Action Plan

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