Course Content & Outline
Reviewing the sales process from start to finish.
What external and internal factors can influence a sale.
Assessing the evolution of sales and how the industry has progressed.
Exploring the characteristics, behaviours and skills equal a successful salesperson.
Examining the 10 root causes of problems within sales and finding ways to prevent these or reduce their impact as they occur.
Preparation and Organisation
Creating action plans detailing the sales process, including goals, objectives, organisation desires and personal ambitions.
The importance of effective time management.
Investigating the psychology of selling – people’s motivations, agendas, and overall needs.
Developing various strategies of selling to ensure success.
Adapting the selling approach depending on the product and customer.
Comparing the different selling models and understanding their ideal uses – challenger, command of the sale, conceptual, consultative, and inbound.
Describing the advantages and disadvantages of different selling models.
Conducting research on customer wants and demands to appropriately adjust the sales approach.
Delivering clear and effective presentations.
Answering questions and navigating customer resistance and objections.
Understanding the importance of utilising multiple methods of communication.
Changing the type of language used based upon the customer’s attitude and body language.
Explaining the concepts and principles that are involved in a successful negotiation.
Conducting a sales negotiation and vulnerability analysis.
Managing the Customer Relationship
Why it’s necessary to befriend your customers.
Methods of building rapport and maintaining relationships with patrons.
Establishing service beliefs and philosophy.
The attributes that contribute to a positive and friendly attitude.
Questioning and probing skills.
Certificate Description
Upon successful completion of this training course, delegates will be awarded a Holistique Training Certificate of Completion. For those who attend and complete the online training course, a Holistique Training e-Certificate will be provided.
Holistique Training Certificates are accredited by the British Accreditation Council (BAC) and The CPD Certification Service (CPD), and are certified under ISO 9001, ISO 21001, and ISO 29993 standards.
CPD credits for this course are granted by our Certificates and will be reflected on the Holistique Training Certificate of Completion. In accordance with the standards of The CPD Certification Service, one CPD credit is awarded per hour of course attendance. A maximum of 50 CPD credits can be claimed for any single course we currently offer.