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List of programmes

 

STRATEGIC SELLING SKILLS

Medium: In-house only   Location:
In-house - By Arrangement
   

Costs: On application   Dates:
By Arrangement
       


INTRODUCTION

In today's competitive business world, the ability to sell effectively is essential if we are to gain business friends and influence them to place business with us rather than with our competitors. To do so, we must be skilled not only in the art of selling but also in building on-going relationships with existing and prospective buyers or users of our services.

In this way, we will be able not only to maintain our existing level of business but also position ourselves to win new business from both existing customers and new clients.

OBJECTIVE

The objective of this two day programme is to assist sales and other professionals in updating and developing all the key skills required for successful selling, prospecting and building of long term customer relationships.

CONTENT

Content of the workshop is as follows:

The Basics of Selling

  • Selling yourself, your company and your product
  • Habits of highly successful sales professionals
  • Focus on outcomes - beginning with the end in mind
  • Thinking buyer not seller - selling benefits
  • Developing customer relationships.

Planning strategies for sales success

  • A project management approach to sales
  • Identifying your unique competitive advantages
  • Presenting yourself and your product successfully.

Interpersonal skills for successful selling

  • Verbal and non verbal communication skills
  • Getting your message across persuasively
  • Listening, questioning and fact finding
  • Handling objections
  • Negotiation skills for sales professionals.

Specific applications

  • Prospecting effectively and keeping in touch with customers
  • Telephone sales techniques
  • Qualifying and closing the sale; Writing proposals.

RESULTANT BENEFITS

On completion of the workshop, participants will have enhanced their ability to sell, prospect and build effective long term customer relationships, essential for success in business today.

 

  • To contact us about a customised in-house programme for presentation on the site of your choice click here
  • For details of our public programmes click here

 

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Director Bill Butler B.Com, C.A, Dip. Soc. Sci. (Psycholo.) Phone : 021 506 701