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THE BASIC PRINCIPLES OF SELLING A PRODUCT AND OR A SERVICE

ATTENDEE PROFILE – Sales employees

OVERVIEW

Sales training is an industry onto itself. There are multiple theories and variations thereof and this session focuses on existing customer. We define up-selling as selling something in addition to taking an order. Training the customer to understand that in addition to servicing the accounts and solving problems, the salesperson is also attempting to help their business grow.

CONCEPTS

Selling features and benefits of products and merchandising options. This course is not designed to cover product information.

  1. Identifying decision maker’s business interests such as margin, product selection, turnover, etc. To tailor presentations for higher levels of success. Other techniques such as adjusting your personal style to the personal style of the buyer.
  2. Selling the features and benefits of the product or service. Turning the obvious product attributes in how the product will improve the client’s business.
  3. Anticipating and overcoming objections. Preparation for common issues such as space, need for multiple types of one brand or of a product category. Additional focus on reducing stalling tactics by the client.
  4. Accepting no and then moving on to the next item as well as planting the seed for follow up of the item to be presented in the near future. Deciding when to push no further on this call for that item can create future sales.

ACTIVITIES

These techniques seem familiar to us, yet Activated Sale Management techniques need to be practiced during or after the training session. This has to be reiterated after the class via ride alongs market

Classroom partner sales gauntlet – each attendee is paired up with a partner and the they each play the roll of seller and buyer.

EXPECTED OUTCOMES

better sales training results in more focused sales presentations, higher conversion of realized sales.

SUCCESS VISION

Sales people confidently attempting more sales and increased persuasion techniques.