Selling Skills Fast Track - Inhouse Training

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

Course description

Our Selling Skills Fast Track course will push your Selling Skills skills to a new level.

This highly intensive one-day course takes delegates through the major elements of making a success in sales.  It provides an understanding of how the sales process works, moving through the structure of how to sell effectively and finishing with a treatment of the importance of relationship building for long term success.

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Training Course Content

Introduction and Course Overview
  • About the Course
  • Learning Objectives
The Sales Process and AIDA
  • The Four Steps of a Sale
  • How the Sales Cycle Works
  • The Sales Process - A Prcatical Example
  • Outline of the AIDA Model
  • ATTENTION - Gettion your Customer's Attention
  • INTEREST - Creating Interest in your Customer
  • DESIRE - Motivating People to Buy
  • ACTION - Closing the Sale
Core Selling Skills
  • Core Attributes You Need to Succeed
  • Communications Skills in Sales
  • Questioning Skills
  • Types of Questions
  • Listening Skills
  • Levels of Listening
  • What to Avoid
  • Getting Organised for Sales
People Buy From People
  • How People Make Buying Decisions
  • The Rules of Likeability
  • The Importance of Empathy
  • Building Trust and Rapport
  • What Makes People Buy
  • Other Reasons People Buy
Action - ABC: Always Be Closing
  • Asking for the Business
  • Buying Signals
  • Effective Closing Techniques
  • Types of Close
  • Framing the Close
  • Pitfalls When Closing the Sale
  • Trial Closing
  • The Most Poerful Word in Sales
  • Getting Repeat Business
  • Maximising Profit
Handling Objections
  • The Four Types of Objection
  • Good Practice when Dealing with Objections
  • Poor Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
Advanced Selling Techniques
  • Cross Selling
  • Up Selling
  • Value Added (Suggestive) Selling
  • Advancing Opportunity
  • Exceeding Customer Expectations
  • Lifetime Value
  • Giving Recognition
Negotiation Tactics
  • Basic Negations Quiz
  • Positional Bargaining or Principled Negotiation
  • Problems with Positional Bargaining
  • Opening Up the Negotiation
  • Reverse Psychology in Negotiation
Building Profitable Relationships
  • The Leaky Bucket Problem
  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right People
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity
Your Personal Action Plan
  • Statements of Intent
  • Further Notes

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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Activia Training

Regus House, 268 Bath Road
SL1 4DX Slough

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