Tel: 0844 394 8877
Sales Skills > Courses
This fast paced, interactive one-day workshop is intended to give people who are new to sales, a solid grounding in the key concepts involved in being a professional salesperson. It covers fundamental sales principles, including the theory of selling benefits, the importance of the ‘sales pipeline’ and the power of questions. The workshop also uses the Boulden ‘core’ sales system known as the APPR sales meeting process™ to manage the face-to-face sales meeting. This method places particular emphasis on identifying the factors that affect customer buying decisions and how to influence these factors favourably.
By attending this highly interactive one-day course you will:
People who are new to the profession or those with one to two year’s experience in sales but who have not had any formal training in the art of selling.
Here we consider the beliefs, values and attitudes of expert sales people. We review the “mindset” that is associated with efficient and effect selling skills, so that you can start to think like a professional sales person.
To win business the sales person will have to guide the customer through a number of steps or stages. These steps or stages are called the ‘sales pipeline’. At any one of these stages the prospect could decide that they don’t want to proceed with the process and so end the relationship. For this reason there will need to be several prospects at each stage in the pipeline in order to ensure that the signed contracts reach the desired monthly total.
It is vitally important that the sales person makes a positive first impression on the prospect because within ten seconds of meeting any individual, people tend to make an unconscious decision about whether they like/trust them or not.
This set of tools is concerned with asking high quality questions that map out precisely the customer or prospect’s needs and requirements.
If we are going to offer products and services to our prospects it helps to have a clear understanding about the kinds of things that we can help them with, particularly where we have a clear edge over our competition. One way of doing this is to generate a document known as a Product Storyboard.
One of the most demanding things that a sales person has to do is to close the sale; that is to secure the final agreement. Many sales people are nervous about doing this because they fear the sense of rejection that comes from a prospect saying ‘no’ to them. There are, however, some specific techniques that we can use to ‘close’ or end a sales meeting that make this process relatively straightforward.
An initial overview of the APPR sales meeting process™ which is a highly efficient method for identifying needs, building the motivation to act and getting a commitment to take action. This simple yet powerful process is ideal for people who are new to sales as it captures all the essential elements of good meeting in an easy to remember format.
This involves greeting the person, establishing an initial connection and finding out some background information.
Working with logical levels diagrams to identify customer needs and then to build the prospects motivation to act to resolve those needs.
Presenting a solution to the prospects needs and asking for a commitment to move forward.
Practise in moving through all seven stages of the APPR sales meeting process™ in one session.
Feedback is based upon peer review using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent sales meeting.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877