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CORPORATE SELLING SKILLS

COURSE OVERVIEW

Without sales, there is ultimately no Business! A professional and effective sales team is key to the success of most businesses. However, the sales function is often under appreciated and overlooked in its importance to the success of any enterprise. The truth is, a dedicated, motivated and skilled sales force can make an incredible difference to the performance of an organisation. Fortunately, professional selling is a skill that can be learned and to assist companies to develop high performance and professional sales teams, AstroTech is offering a training course on "Corporate Selling Skills".

The course covers the following key topics:

  • Understanding the Selling Environment
    Identifying marketing trends
    Understanding customer expectations
    Becoming more marketing orientated
  • Creating a professional image
  • Managing time effectively
    Identifying time wasters
    Prioritising activities
  • Sales planning
    Setting sales goals and objectives
    Developing sales strategies
    Making sales appointments
    Prospecting for potential business
    Cold calling techniques
  • Sales preparation
    Identifying customer knowledge
    Assessing product knowledge
    Understanding market/industry knowledge
    Analysing competitive knowledge
    Identifying self-knowledge
  • Sales presentation
    Identifying customer needs
    Establishing credibility
    Using the 3 P's of presentations
    Selling benefits
    Handling objections
    Handling difficult customers
  • Negotiating the sale
    Identifying the difference between selling and negotiating
    Reasons for negotiating
    Misconceptions about negotiating
    Negotiating steps
    Characteristics of a good negotiator
  • Closing the sale
    Identifying buying signals
    Effective closing techniques
    Closing the sale application exercise
  • Maintaining relationships
    Providing excellent customer service
    Providing added value
  • And much more!

WHO SHOULD ATTEND

  • Sales Managers
  • Sales consultants and professionals
  • Anyone else who can benefit from professional sales skills

KEY BENEFITS

  • Maximise your sales
  • Ensure a structured & planned selling approach
  • Ensure a professional approach to selling
  • Understand the negotiating process
  • Network with other professionals with similar interests

TAKE HOME TOOLS

  • Training Manual & CD
  • All delegates receive one month of telephonic support relating to course content

GENERAL

Provision of the course by AstroTech includes:

  • Professionally presented course material
  • All course material & tutorials
  • 1 month of relevant telephonic support

The course is 3 days in duration.

Please note that the venue, lunch and refreshments must be provided in-house and is not included in the cost of the course.

For more information on AstroTech in-house courses, please contact AstroTech on 0861 Astro T (0861 278 768) or 011 582 3222 or training@astrotechtraining.co.za