Excelling at Selling

Aim:	Being successful at selling is the ultimate combination of focus, superb communication and influencing skills, and an ability to understand what customers want. For example, it is more important for a sales person to listen than to talk. It is essential to understand that whilst people like to be helped to buy, they don’t like being sold to. This course is ideal for anyone who is new to a sales role, as well as being a good ‘enhancer’ for anyone already in sales.
Course Objectives:	To enhance existing communication and selling skills with proven success techniques based on the principles of NLP (Neuro Linguistic Programming – the ‘Psychology of Excellence’) and Personal Performance Coaching. Delegates will ‘step into the shoes’ of a potential client, understand their real buying motivation and identify the appropriate key selling points Using NLP, delegates will learn how to build rapport rapidly and effectively, and become superb listeners, influencers and deal closers.
Course Duration	One day
Course Content:	The selling purpose - being clear as to what you are really selling Identifying your organisation’s Unique Selling Points Why and how do people buy? Understanding the customer’s personality ‘makeup’ and adopting the communication style that works best with that personality Needs versus wants - which have most influence on the buying decision? Stepping into the customer’s shoes - how do they feel about giving you their business? The three levels of listening and why you must never use Level 1. Intuitive listening - what’s being said, how it’s being said and what’s really being said Questioning skills to elicit the customer’s needs and buying strategy The VHF channels of communication - how to recognise them and use them to speak the customer’s language Building rapport rapidly and effectively to gain trust – face to face, over the telephone and in writing Using the voice to best promote your product/service Features and Benefits – how to construct a FAB statement to promote your product or service in the best way possible The 15 most persuasive words used in selling and marketing Handling objections - they may be part of the customer’s buying strategy The golden rule of closing the sale Exceeding customer expectations to cement an ongoing relationship and encourage referrals Putting it all together - role plays to practice everything covered

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