Venue:
Keadeen Hotel, Newbridge
Note:
Wednesday 20 September 2017
Category:
Business Training
The programme will provide insights into the process, structure and psychology of selling.
Presented by : Terry Harmer, NLC Training
This event is no longer available
NB!
If insufficient bookings are received on any course , the course will be cancelled and a full refund will issue.
Fees are NON REFUNDABLE except where a course is cancelled by Local Enterprise Office due to insufficient bookings.
The programme will provide insights into the process, structure and psychology of selling, making the presentation, overcoming objections, handling interruptions, dealing with price and cost, and closing the sale.
An interactive approach will be employed throughout and participants will be expected to engage in discussions, exercises, learning games and work groups.
We will support this information with practical examples, presentation, role play, scenarios, work group sessions, and demonstrations, Q&A interaction, use of templates & case studies to reinforce learning.
At the end of this training the participants will be able to:
1. Securing a meeting with buyers cold-calling, Write effective sales’ letters’, emails
2. Get appointments on the phone
3. Make new contacts and convert them to clients
4. Overcome call reluctance
5. Make professional Effective Sales Presentations
6. Overcome Objections
7. Close sales
Developing a Sales Process
Designing the right sales process for your business
Introducing yourself to prospective customers
Written approaches
Telephone Techniques
Face to Face meetings
Asking the right Questions
Establishing customer needs & wants
Presenting your products (are there elements of service too?)
Overcoming objections
Recognising buying signals
7 ways to close a sale (selecting the appropriate method)
Effective Sales Presentation Skills
Listening skills
Non verbal communication Meta messages - the 55%
Add power to your words - the 38%
The psychology of selling
Why we buy
Understanding and using suggestion,
Multi Sensory communication
Persuasion
How to develop and demonstrate enthusiasm
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