Who Should Attend

This programme is designed for all newly appointed field sales staff in their first six months in selling and sales staff new to a company, with no formal sales training.

Programme Objectives

After attending this programme, participants will have the ability to:

• Establish the buying motives of individuals and organisations
• Achieve targets through effective work patterns
• Set meaningful call objectives
• Prepare and control a sales interview
• Establish how purchasing decisions are made
• Win appointments by telephone
• Understand the potential of the Internet as a prospecting and sales tool
• Make effective use of visual aids
• Give demonstrations that gain the involvement of the customer
• Construct an effective written proposal, including cost justification
• Handle and overcome objections
• Identify when and know how to ask for commitment.

Programme Overview

Professionalism In Selling
The roles and responsibilities of the salesperson to customer and company
The Win/Win philosophy - selling with integrity
Having the right sales mind-set
How selling is changing in today’s business environment

Communication Skills
Effective two-way communication
Asking perceptive questions
Controlling the sales interview
Using active listening techniques
Understanding why customers buy
Seeing the product or service from the customer’s point of view
Identifying and relating to the customer’s problems, needs and wants
Understanding buying motivations

Understanding The Sales Pipeline Process
Where to find new business and customers
Understanding what activity and what quantity of activity produces results
Action-centred call objectives
Establishing your own customer base

Essential Internet Activity
Unleashing a powerful new tool
Prospecting on the web
Effective E-mail & web communicationation

Winning Appointments
Effective telephone techniques
Understanding the customer’s decision-making process
Staying motivated when facing rejection
Understanding the link between motivation and results

Conducting Effective Interviews
Establishing credibility at the initial stage
Understanding and relating to the customer’s needs
Efficient and thorough fact finding
Building customer empathy

Making The Written Offer
Using facts gathered to make an effective offer
Improving the success rate through better proposals
Techniques for presenting a powerful proposal

Carrying Out Effective Demonstrations
Focusing in on the objective
Using visual aids as a powerful selling tool

Handling Customer Resistance
The reasons why people do not always buy immediately
Understanding and using objections as an opportunity
Presenting price as an investment, rather than a cost

Asking For The Order
Recognising a buying signal
How to gain the critical commitment
Building commitment to the next stage

Planning - The Key To Success
Forecasting that focuses activity
Balancing the workload to achieve targets
Monitoring and planning activity to improve performance
Maintaining high levels of self-motivation
Efficient routing & prioritising activities

Structured Solution Selling, or S3™, is a process developed by Structured Training to help sales people deal professionally with more complex or sophisticated sales in today's ever-changing sales environment. It defines a methodology to guide people through the steps of a successful sale. All Structured Training's sales programmes are underpinned with the S3™ process.

Claudine McClean
Customer Business Manager
tel: +44 (0)1789 734300
email: claudinem@structuredtraining.com

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