Sales Skills and Tactics
The need to sell well is paramount. And it is not just about selling products or services to prospective customers; it is also about selling oneself to all the stakeholders in a business, which include employees, shareholders, Boards of Directors, key suppliers and many others. However, most senior executives, including many of those with marketing and sales backgrounds, have never been taught the art of selling, or really know what it is that their sales leaders and sales staff need to do to be successful. It is about a skill set which has to be practised continuously, and developed over years of experience.
Many programmes focus on sales processes, basic questioning techniques, overcoming objections and sales management, but, within all these various activities, this session serves to identify the personal tactics which make the difference between success and failure. As a framework it draws on a number of concepts and ideas from early thinking such as AIDA, and then on to SPIN Selling, The Rational Selling Model, NLP and Neuromarketing, but the real art is to use them selectively and tactically.
By the end of this session the participants will have been introduced to a number of key skills:
- How to get control of a sales process and keep it through to the close.
- First meeting tactics.
- Getting attention and establishing credibility and trust.
- Understand why prospects say No, or Not Now.
- How to organise to establish and sell benefits, uncover needs and present features.
- Strategic value differentiation and value pricing.
- Tactical use of references to increase closing rates.
- Get insights into reasons why their current sales processes are not working.
- Understand what sales managers must do to maintain a successful sales team.
- The characteristics of great sales people.