Learn the " UNPRECEDENTED TECHNIQUES FOR SELLING" & how to hit your sales target this season.

Essential Selling Skills is the fourth module in our EXCEPTIONAL WORKER SERIES.
 
About this course / Summary: 
Are you inexperienced in a sales position or not currently in sales, but with aspirations of becoming a selling professional?This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes required to succeed at selling.
 
To sell effectively there is a fundamental need to understand the psychology of the buying cycle and the critical selling behavioural actions that both initiate and sustain the process. The focus of this course is to provide salespeople with the correct sequencing of selling activities from opportunity definition to the techniques of closing the sale naturally. 

The course is designed to break apart the complete selling process into ‘bite size’ pieces and by lecture, group discussion and role play activity allow salespeople to gain a complete understanding of the required selling skills and techniques to enable them to sell products and services successfully.

The course is aimed at delivering a comprehensive understanding of the pro-active selling process. It will define a step by step sales methodology that can be successfully implemented to achieve both new business acquisition and the further development of existing customers. 
In this practical and participative course salespeople will learn the latest ways to apply convincing selling techniques. They will leave the course better able to motivate and persuade customers to achieve profitable business and excellent customer relationships.

LEARNING OBJECTIVES:
By the end of this training, the participants will:

  • Understand the psychology of the selling/buying process and their role in facilitating it
  • Understand their personal selling style and set improvement objectives
  • Utilise time effectively to ensure more customer facing
  • Structure the pro-active selling activities into a simple sequence
  • Open the sale with confidence and keep control of the sales interview
  • Formulate good question technique to define buying needs and customer commitment 
  • Analyse sales solutions to match buying needs and deliver value
  • Handle common objections effectively
  • Close the sale effectively 

WHO SHOULD ATTEND?
The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.

COURSE AGENDA:

The course consists of 12 modules as follows;


Introduction

Welcome & Introductions
Course Aims & Objectives                                                                                 


Module 1
Sales Methodology - Motivational or Manipulative Selling
The Psychology of Buying - A.I.D.A  
The Structure of Pro-Active Selling – The Selling Cycle
The Critical Activities
          
Module 2
Selling
Determining your Selling Style
Strengths and Weaknesses of your Style

Module 3
Key Qualities of an Effective Salesperson
Defining the Essential Skills, Knowledge and Attitudes required for selling success            

Module 4
Time Management of Successful Selling
Managing the Business Platform – Prospecting to Key Accounts
New Business Acquisition – Prospect Prioritisation
Appointment Making Techniques
Creating Initial Benefit Statements

Module5
Opening the Sale
What are the Critical Components?       

Module 6
Understanding Needs vs Wants
Structured Consultative Selling
Questions to Define Needs
Probing and Fact Finding
How do we Ask Good Questions?
           
Module 7
Determining the Customers Needs
Question Workshop
Structuring Open Questions 
Verbal and Non Verbal Communication
Using Positive ‘Body Language’

Module 8
Developing a Question Bank
Summarising and Gaining Commitment to
Needs

Module 9
What Motivates a Buyer to Buy?
Creating Feature/Benefit Statements
‘Matching Builds Desire’ - Targeting Benefits to Match Needs     
Presentation Structure - Motivating the buyer

Module 10
Building a Value Proposition Presentation
Presentation Workshop

Case Study Presentations

Module 11
Objections within the Sales Process
Developing the Right Attitude
Understanding the Reasons 
Recognising the Three Basic Types of Objection
Six Step Method for Dealing with Objections   

Module 12
Success at Selling - Closing the Sale
The Psychology of Closing
Natural Closing Questions
The Critical Technique

Personal Action Plan
 
Close Out

EDUCATIONAL APPROACH:

  • The program will be conducted through lectures, video sessions, role plays, class discussions, and case studies.
  • Formative and Summative assessment will be conducted in the course ofthe training
  • The learning will have four fundamental principles which will be:
    • Highly engaging (methods that talk to the ‘head and heart’)
    • Interactive (mix of experience, discussion and practice)
    • Innovative (latest thinking & tools) and
    • Encourage participation (a ‘Socratic’ learning methodology applied) so that delegates take ownership of their own development and future behaviour.

 

COURSE DELIVERABLES:

  • Course Facilitation (All Participants)
  • Venue and audio visual equipment(All Participants)
  • Lunch (All Participants)
  • A set of printed course materials (program pack) along with branded note books for taking notes (Fee Paying Participants)
  • Relevant literature extracts/books(Fee Paying Participants)
  • Certificates of participation(Fee Paying Participants)
  • Course Souvenirs(Fee Paying Participants)    


DATE: March 28th (Thursday), 2019

TIME: 9am – 4pm

COST: FREE
 
FOR REGISTRATION:
To register & for seat bookings please email full name, company name, designation, email & phone number to ernest@oakinterlink.com or call Ernest on 09091020049 for more inquiries.

VENUE: KRISTINA JADE LEARNING CENTER - 70B, Olorunlogbon Street, Anthony Village. Lagos.

NB: Please forward this information (mail) to your Human Resource Management Department, Unit Head or Admin Management Department for it to be attended to immediately.
Looking forward to your response, stay productive.

SOME OF OUR CLIENTS:
First Bank PLC, Shell, Etisalat, IGI Group, Gran Imperio Group, Oando PLC, MTN, NLNG, Mastercard, Lekki Concession Company, Deputy British High Commission, Globestar/Subsea7, Krones WA, AMEC West Africa, NETCO, Delta Afrik, IESL, Daystar, Masters Energy Group, Vigeo, Caverton, ICAN, VON, NEPZA, Petrolex, Halogen Security, Russelsmith, Cakasa, Twinnings Ovaltine, CNODC, Insight, Rockson,
Arik Air, PPC, Bio Organics, Lifecare, Servetek, etc

Warm Regards
Ernest Shaka.
Oak Interlink Company Limited
70B, Olorunlogbon Street
Anthony village
www.oakinterlink.com





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