FAQ: What will my people learn at sales training?

Our sales training curriculum covers a full range of techniques and processes that can be used in any sales interaction to maximise conversions and build a relationship with the prospect.

Sales Training Course Topics:

What sales really is, and why it is important in any business where a customer has a choice – introducing sales as a form of customer service and the importance of discovering needs in order to offer the most appropriate solution. A sales process that can be used on the telephone call and in personal sales situations – our sales training process was developed through observing sales techniques in hundreds of medical practices over a 10-year period. The best practices we teach for telephone and personal sales in our training program have proven to be effective and offer an excellent return on investment for businesses all over the world. How your team should introduce themselves and your business for maximum impact – we recognise that all steps in the selling process are affected by the initial greeting and so all members of staff handling inbound or outbound calls can learn valuable techniques from sales training. How to communicate what you want your customers to do – effective sales hinge on good communication and we will teach your team how to express themselves clearly and concisely. How to open up your customers so that they will provide you with insight on their motivations and criteria – leveraging the motivations of the lead is an important step in the sales process that can have a huge impact on success rates. How to listen actively and strengthen commitment – traditional sales focuses on speaking while the customer listens but our method is customer-focused in order to learn more about the prospect. This not only improves engagement and starts to build a relationship based on trust, but also opens up opportunities for market research to glean valuable data from each sales interaction. How to make a recommendation – in our sales model, the sales person is a trustworthy and knowledgeable contact, who can provide value to the customer and advise on or recommend different products and services. How to provide options – multiple options must be presented to the customer with care to avoid possible confusion and paralysis through too much choice. How to ask for the sale – our sales technique is not pushy or aggressive. Rather we train your sales people to guide customers towards the solution that is right for them. How to overcome objections – objection handling is a key skill to master for any sales person and we present a number of techniques that can be employed when the customer says “no”. How to follow up and deal with cancellations – with careful handling, cancellations don’t have to result in a lost sale. We cover methods for dealing with cancellations to keep in touch with the customer and encourage future sales.