Professional Selling Skills

Many companies today are seeking not just "suppliers" but "partners". These companies want to do business with organisations that can assist them to save money, make money or in some way add value to their business offering.

To succeed in today's highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but require an understanding of their clients' businesses and how they can contribute positively to their success.

Salespeople have to act as advisers, problem solvers and consultants and be able to demonstrate how they can promote growth, profit and enhanced customer satisfaction for their clients.

How You Will Benefit

• Explains the various roles and responsibilities of the professional salesperson
• Demonstrates how through skill, self organisation, knowledge and strategy
• Maintain and develop existing business
• Create new business and successfully "lock out" the competition.

Who should attend

• Those who are new to sales or are contemplating a career in sales
• Those who already occupy a sales position but lack formal training
• Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background

What You Will Cover 

Best practices in Personal Selling
Basic steps in the Personal Selling Process
Acquiring product and service knowledge
Prospecting
Making the approach
Identifying customer needs
Making the presentation
Closing sales
Following up

Self organisation
Identifying and analysing business opportunities
Setting sales objectives
Organising and managing the sales territory
Forecasting sales

Making optimum use of your sales resources
Building and strengthening customer relationship