Course Duration: 1 day
Programme
The Sales Process
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What is Selling?
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Sales Skills
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The Sales Funnel
Customers
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Who are our Customers?
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The Customers' Perspective
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Customer Types
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Selecting and Targeting
Solutions to Problems
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Identifying Needs
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Features and Benefits
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Delivering Value
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Competitors
Building Customer Relationships
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Customer Lifetime Value
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Cross Selling
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Behavioural Styles
The Sales Meeting
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Pre-call Planning
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Communication
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Telephone Techniques
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Appointment Setting
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Questioning
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Setting Objectives
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Handling Objections
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Buying Signals
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Closing and Review
Managing Sales Activity
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Customer Strategies
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Implementation
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Risks and Priorities
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Action Plan
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Who should attend
Designed specifically for sales professionals working in the construction industry, this 1 day course is designed for those new to sales, those working in customer facing roles and as a refresher for the established sales person. It covers all of the core skills necessary to be effective in both external and internal sales roles.
Course Content
The course covers the basic sales process, looking at the nature of selling, sales skills and the concept of the sales funnel. It considers the different types of customer, selecting those that are right for the business, the customer's perspective and the process of building relationships.
Solutions to problems are key to selling and the process of identifying needs, presenting relevant benefits and delivering value are examined.
Another key element of the sales process is the sales meeting and this process, both face to face and by telephone, is examined. Finally some strategies for managing sales activities are suggested.
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