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PDST: Sales Training

Guaranteed to Run Scheduled Fully Booked
Location
Christchurch
Wellington
Auckland
Aug 2019
13
14 26
14
Oct 2019
21
Nov 2019
13
13
13
Dec 2019
19
Code: PDST
Length: 1 Day
Overview

This Sales Training course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.

Delivery format(s)
On-Site
On-Site
Classroom
Classroom
OBJECTIVES
The competition in the marketplace is increasing as margins decrease and consumers become more educated and discerning.

This course provides skills on how to increase sales, gain loyal customers, overcome objections, and grow a business with professionalism and enthusiasm.

This course is delivered in partnership with PD Training.

PREREQUISITES

None.

WHAT YOU’LL LEARN

After completing this course participants will have learned to:

  • Understand the reasons people buy
  • Understand the sales cycle and the skills required for each stage
  • Know how to generate leads, qualify them and convert them into sales
  • Know how to build rapport and transition out of it
  • Use the right questions to discover needs
  • Know how to earn trust through listening
  • Understand the four P's of presenting solutions – prioritise, personalise, prepare, practise
  • Know how to respond to and overcome objections
  • Recognise when to close the sale and apply different techniques to do so
  • Know how to plan to follow up activities
  • Know how to ask for referrals
WHO SHOULD ATTEND

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products/services they sell?

Providing sales training plays an important role in helping sales representatives practice and improve their ability to source, scope and close a deal. 

Lesson 1 - Where you fit in the Sales Cycle 
  • Why people buy
  • The sales cycle
  • Your sales Profile
  • Reflection
Lesson 2 - Prospecting 
  • Turning leads into sales
  • BANT - Qualifying Leads
  • Keys to successful prospecting
  • Your Prospecting Success
  • Reflection
Lesson 3 - Building Rapport 
  • The Rapport Transition
  • Establishing Personal Rapport
  • Your Ability to Build Rapport
  • Reflection
Lesson 4 - Discovering Needs 
  • Asking the Right Questions
  • Earning Trust Through Listening
  • Your Ability to Discover Needs
  • Reflection
Lesson 5 - Presenting Solutions 
  • The Four Ps of Preparation
  • Leveraging Your Solution
  • Your Ability to Present
  • Reflection
Lesson 6 - Overcoming Objections 
  • Does Objection = Rejection?
  • Types of Objections
  • 4 Steps to Responding to Objections
  • Your Ability to Handle Objections
  • Reflection
Lesson 7 - Closing the Sale 
  • Knowing When to Close
  • Types of Closes
  • Examples of asking for the sale
  • Your Ability to Close the Sale
  • Reflection
Lesson 8 - Servicing the Client 
  • Acquisition vs Retention
  • Asking for and Working with Referrals
  • Your Ability to Service the Client
  • Reflection
Lesson 9 - Reflections 
  • Create an Action Plan
  • Accountability = Action

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