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Sales: Going Beyond the Basics - Inhouse Training

Activia Training
Course summary
1 day
399 GBP excl. VAT
Nationwide
Next available date: Enquire for more information - United Kingdom
Corporate Training for Teams

Course description

Our Sales: Going Beyond the Basics course will push your Selling Skills skills to a new level.

This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.

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Training Course Content

Introduction and Course Overview
The Right Approach to Sales
  • Case Study: Danny's First Day in Sales
Questioning Skills for Sales
  • What Information Do We Need?
  • Types of Questions
  • Closed Questions
  • Open Questions
  • Leading (Assumptive) Questions
  • Summary Questions
  • Probing (Excavating) Questions
  • Reflective (Mirroring) Questions
  • Exercise: Questioning Practice
  • Powerful Words for Questions
  • Types of Question to Avoid
  • The Funnel Technique
  • The Inverted Funnel Technique
Listening Skills for Sales
  • Benefits of Good Listening
  • Why We Listen Badly!
  • Exercise: How Do You Rate Your Listening Ability?
  • Active Listening
  • Listeners Control Conversations!
Maximising Productivity in a Sales Role
  • Deflective Tactics -- Time Wasters
  • Six Habits of Successful Sales People
  • Talking to the Right People
Attention - Getting your Customer's Attention
  • The 4 Ws
  • Exercise: Questions Using the 4 Ws
Interest - Creating Interest in your Customer
  • Customer Expectations, Wants and Needs
  • Buying Signals
  • Keeping Price in Its Place
Desire - Motivating Customers to Buy
  • Understanding the Customer
  • Features, Advantages and Benefits (FABs)
  • Selling the Right Benefits
Action - ABC: Always Be Closing
  • Asking for the Business
  • Effective Closing Techniques
  • Types of Close
  • Framing the Close
  • Pitfalls When Closing the Sale
  • Trial Closing
  • Aiming For Repeat Business
  • Maximising Profit
Your Personal Action Plan

Why choose Activia Training

25 years of training businesses

10 centers nationwide

278 active courses

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About provider

Activia Training

Activia Training

When you organise your training, you need a partner who is able to deliver the skills improvements you need, and Activia have grown into a major UK provider on the strength of excellence in key areas. Whether it's competitive prices,...


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Contact info

Activia Training

Berkshire
Regus House, 268 Bath Road
SL1 4DX Slough

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