Introduction to Selling : One Day Workshop

Introduction to Selling : One Day Workshop
We build teams of people who want
to go to work and do a great job
Course Aim: To provide an introduction to the skills beneficial to selling. This course is
aimed at people who would like to improve the way that they interact with customers and
potential customers, with a view to creating sales which are built on a foundation of trust,
without pressure selling.
Course Objectives: By the end of this course delegates will be able to:
Explain the Sales Cycle, what happens at each stage and how to plan actions to support
the customer at each stage
Describe and demonstrate the key skills necessary for effective communication
Describe the 3 Levels of Listening and when each should be used
Describe and demonstrate the key skills necessary for influencing others
Explain the difference between a want and a need, how to identify which are important to
a customer and why the solution should be tailored to the customer’s individual
Demonstrate how to gain commitment and close a sale
Prepare a plan for how to implement the learning from the workshop after the course
Course Overview:
This is a one day workshop, which introduces the delegate to selling skills. The workshop will
be interactive, with exercises to aid understanding and consolidate the learning.
09.30 Welcome and Introduction
09.45 The Sales Cycle
10.30 Communication Skills
11.30 Break
11.45 Listening Skills
12.45 Lunch
1.30 Influencing Skills
2.30 Establishing Needs and Wants and How to Determine the Best Solution
3.30 Break
3.45 Gaining Commitment and Closing Skills
4.30 Action Planning
5.00 Course Close
Helen Leach Training is part of Sapphire Life Design Ltd, a company set up in 2003 to offer training, coaching and
personal development.
Sapphire Life Design Ltd is a registered company registered in England and Wales with company number
4957717. VAT registration number 871 5878 78