Essential Selling Skills
Workshop Description
As selling has evolved, successful salespeople have upgraded their skills and abilities to become more consultative, value-oriented, and team leaders. The Essential Selling Skills workshop focuses on the skills needed to sell effectively in today's sales environment, such as selling virtually, varying your selling style, handling likely objections, and highlighting value and differentiators. Not surprisingly, this is our most popular workshop for newer salespeople.
Who Should Attend?
Newer salespeople will learn skills that will become a foundation for future success. Others in your organization who interact with customers, such as customer service and technical service personnel, will also benefit from this workshop.
Topics and Objectives
Using the Stages of Selling as a Roadmap for Sales Calls: Learn the 6 Stages for sales calls (Planning, Opening, Exploring, Presenting, Action, Follow Up) and various critical tasks in each stage. This concept is a roadmap for preparing and making effective sales calls.
Questioning and Listening for Needs: The ability to ask great questions, and to listen to the customer's answers, are absolutely essential for sales success. You will learn Peak's trademarked IDEAL Questioning model.
Varying Your Selling Style: Learn four different selling styles that work well with different types of customer personalities. A prework self-survey identifies each person's natural style. You will learn how and when to vary your selling style.
Selling Benefits and Value: Improve your ability to present information about your company, products, and services by highlighting benefits and differentiators. You will learn how to sell on value, not on price.
Handling Objections and Difficult Customers: Identify and improve your ability to respond to common objections such as "We're happy with our current provider." We also will teach how to deal with difficult customer situations, such as an angry customer or demanding customer.
Making Virtual Sales Calls: Your salespeople probably spend most of their selling time - or perhaps all of it - making virtual sales calls instead of face-to-face sales calls. We will teach the most effective sales techniques for virtual sales calls, and also how to avoid common mistakes such as poor relationship building.
Customization and Delivery Options
The Essential Selling Skills workshop content, duration, and delivery options can be customized for your company and primary audience. Peak Selling provides a full line of customized sales and sales management workshops, offering instructor-led training, online training, and coaching.
Need a customized workshop in Spanish? Contact us to schedule a time to talk with our Senior Bilingual Instructor (Instructor Bio in English and in Spanish).