Becoming a Professional Salesperson
Course Info
Code PM1-109
Duration 5 Days
Format Classroom
Course Summary
For any organisation that provides a product or service, it is extremely apparent that the product/service rarely ‘just speaks for itself’. Customers may show some in them, but without a subtle, or not so subtle, push from a salesperson, they may end up disregarding the product all together. Money is incredibly valuable, and customers won’t be willing to spend it on anything they show a little bit of interest in, they will need motivation.
The key to making sales is knowing how to truly sell the product. A salesperson needs to be extremely engaging and be highly competent in different methods and techniques of communication to effectively promote the product to the customer. Not only do they need to communicate themselves, but they need to be able to read the customer’s body language to understand how they are feeling and to see whether they need to adjust their sales approach.
Alongside the physical communication, an organisation needs to know how to generate value for a particular product through the sale. Many factors can influence product value, such as the price, ease of use and its uses in comparison to other similar products. A professional salesperson must be effective at explaining these benefits and persuade the customer this is the exact product they need.
During this course, you’ll learn:
To understand the importance of effectively selling a product or service.
To review the entire sales process and various techniques to encourage a sale.
To identify the different types of customers and decide on an ideal approach for each individual.
To develop strong communication skills for questioning and listening.
To assess market trends to understand customer needs, demands and to potentially predict future market developments.
To analyse how to influence a sale with unsatisfied or resistant customers.
To comprehend the necessary skills to negotiate and close a deal while overcoming typical customer objections.
This course is designed for anyone within an organisation with a customer facing role who must encourage sales. It would be most beneficial for:
Sales/Marketing Managers
Operations Managers
Regional Managers
Development Supervisors
Client Relationship Directors
Business Owners
Sales and Operation Planning Personnel
Head of Sales
This course uses a variety of adult learning styles to aid full understanding and comprehension. Participants will review case studies of established organisations to highlight specific communication skills and techniques that have led them to success.
To truly gain a full and comprehensive understanding of the taught content, participants will partake in a variety of learning exercises. This includes a combination of presentations, group discussions, video materials and role-playing activities. These will ensure they can demonstrate their new skills and offer and receive feedback from one another.
Course Content & Outline
Section 1
Introduction to Selling
Examining the sales process and the sales pipeline.
Carefully appraising products or services to set them at a reasonable price.
The vitality of building positive rapport with customers.
Understanding the consequences of poor communication and poor rapport.
Recognising the key drivers that influence a customer to engage with a service or purchase a product.
Section 2
Communication
Explaining the benefits of effective communication skills.
The different methods of communication – written, verbal and body language.
Successfully use persuasion to persuade and encourage sales.
Analysing the types of customers and their typical attitudes to better understand the ideal way to approach them.
Developing a variety of communication skills to increase personal influence and capabilities – questioning, listening, responding, and challenging.
Section 3
‘Pushing’ and ‘Pulling’
Understanding key terms and concepts relating to selling – margin, mark-up, gross profit, and profit.
Evaluating the ideal scenarios to provide refunds, discounts and returns.
Coping with customer objections and discovering an ideal way to keep tension low and meet their needs.
The process of ending a sale.
Utilising various techniques to effectively respond to customer inquiries or issues on the phone.
Section 4
Calculating Product Value
Structuring the sale and making the necessary adjustments depending on the specific product.
Presenting the product to the value and enthusiastically explaining its benefits.
Methods of measuring performance throughout and ensuring the interaction remains appropriate and positive.
Identifying when it’s suitable to provide a discount or sale on the range of products.
Section 5
Performance and Appraisal
Reviewing the current employee performance and appraisal documents.
Prepare the following performance appraisal meetings.
Methods of measuring performance – Self-evaluation, graphic rating scales, KPIs and
Providing rewards and incentives to encourage staff to improve performance.
Offering 1-1 evaluations or training aid in skill development.
How To Become a Sales Manager in 2024: Qualifications and Tips
Embarking on the Sales Manager journey involves more than skills – it requires education, experience, and traits. Learn the essentials, from degrees that stand out to strategic work history. Develop leadership qualities and watch your professional journey elevate.
Embarking on the Sales Manager journey involves more than skills – it requires education, experience, and traits. Learn the essentials, from degrees that stand out to strategic work history. Develop leadership qualities and watch your professional journey elevate.
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