Sales skills: Making the sale

Target audience

Sales representatives, junior managers and individuals who sell ideas, services or products to internal or external customers.

The ideal group size for this course is 10–15 participants.

Competences

• Client orientation
• Goals orientation
• Influencing

Duration

In-class
2 days

About this training

If you believe in your products and services and want to acquire new clients, excellent selling skills are crucial. Being excellent in sales means being able to listen to your customer, so that you can define their needs and wants. Asking the right questions and being in a relationship of ‘rapport’ with your client might sound easy; but the truth is, if we believe in our products, it is very tempting to ‘push’ our offering. If we present our offer after a good needs analysis, we’ll make the sale more easily.

This blended program will help you be successful in your sales efforts. You will learn how to create value in every interaction with your clients. Improving your questioning and listening skills will help you find out what your client really wants. Key elements such as selling benefits, dealing with objections, spending your time wisely and knowing how to exceed the expectations of your clients are also part of this journey.

Learning outcomes

• Understand the client life-cycle and identify your role in attracting new clients and keeping existing ones
• Recognise difficult client behaviours and the right way to approach them
• Set SMART objectives for all your client visits
• Evaluate your approach for the client needs analysis by using the questioning technique
• Successfully apply the benefit selling technique when presenting offers to client
• Approach clients’ objections in an efficient and structured way
• Catch buying signals from the client and use closing techniques accordingly