Learning Outcomes
Understand the sales process and become familiar with the key processes:
- Identifying Customer Needs
- Features and Benefits
- Selecting and Managing Customers
- Building Relationships
- Telephone Techniques
- Effective Participation in Meetings
- Managing the Sales Process
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 leader is Chris Ashworth
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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6 Hours CPD
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