Sales & Negotiation Skills for the non-sales professional Course Summary This programme is aimed at those those people who don’t necessarily know that they are sales people. If you face the public every day you are in sales. You are responsible for add on sales, guaranteeing customer loyalty and ensuring repeat business (or not). It is also aimed at professional services people (accountants, lawyers, consultants, financial advisors) who have reached a stage in their career development where their technical skills are not enough. They are now also responsible for developing business and directly adding to the top line. This programme is highly interactive and experiential and is tailored to suit your specific needs. Participants will learn and practice, skills and tools that will dramatically increase their confidence levels and enhance their chances for sales success. At the end of the course you will have a working knowledge of and practice in: Sales Skills • The difference between a selling and buying experience and how to create the latter and avoid the former • How to network to gain valuable leads • How to follow up on those leads • The importance of planning and preparation and how sales are won or lost on the strength of this alone • Ways to determine your client's style, wants & needs and how that impacts the sales process • How to truly engage your client and reduce their need to "shop around" • The art of questioning - your secret weapon • How not to oversell Negotiations Skills • Ways to eliminate objections before they arise • Skills to manage and change perceptions • How to develop a negotiation style that promotes long term relationships • The latest negotiation skills, tactics and strategies • The art of “elegant currencies” and how to use them General Skills • Developing the confidence you need to sell yourself and your product or service • How to manage yourself in difficult situations Format We understand the importance of being flexible in terms of delivery. Therefore this programme is run as either a 1 or 2 day programme or can be customised to suit your needs. Click on the icon to enquire about this program
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