Sales 101: The Fundamentals - UK & Europe
This programme provides a one-day overview of some of the key elements of sales skills and processes. It will provide a useful start point for people new to sales. It will also provide an insight into sales for other functions that deal with sales departments and need to understand a little about them.
The course is conducted in a highly interactive way using an ongoing case study and role plays throughout the day, where participants form into buying and selling teams and have to develop and deliver buying strategies and sales pitches.
Key Topics
- Why do people buy?
- What makes a salesperson?
- Participants’ own experiences / stereotypes of salespeople
- Typical profiles
- Hunters and farmers
- Types of selling - Hard sell / transactional / consultative / strategic partnering
- Understanding the customer
- Needs analysis
- Features, benefits and advantages
- Essential sales process
--Preparation
- The steps of the call
- Persuasive selling structure
- Funnel management
- Questioning techniques
- Funnel questioning process
- Question types
- Handling objections
- Territory & account management
Instructor
PATRICIA SEABRIGHT is an expert on interpersonal communication skills and process. She has developed and delivered training programs in the areas of management and employee development, strategic influencing, and presentation skills. Her expertise is founded on a successful career in sales and sales management with some of the top global companies such as Coca-Cola and Procter and Gamble in the UK.
In 2001 she founded Archimedes Consulting Limited which is dedicated to helping individuals, teams and organizations maximize their effectiveness. She has extensive experience of consultancy, training and development, working on team and individual development, designing, selling and delivering training programs.
She approaches client engagements by looking to gain an in depth understanding of the business and then using that to put together a tailored and specific solution for the needs to that particular client. This is an approach that has been highly successful with her portfolio of international clients, across a number of different industries from consumer goods to high tech.
She brings to her programs a genuine passion for people development; she’s known for her pragmatic, commercial and real-world approach with her engaging and entertaining style.
Patricia is an associate of the Coaching Academy, an NLP practitioner, a fellow of the Institute of Sales and Marketing and a Thomas International accredited practitioner.
Onsite Delivery
Contact: info@effectivetraining.com
My Courses
Effective Presentation Skills |
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| July 09 | |
Management Essentials |
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| July 24 - 25 | |
Communicating Using MBTI |
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| August 08 | |
Precision Questioning and Answering (PQ&A) |
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| September 10 | |
Effective Presentation Skills |
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| September 12 | |
Interviewing and Hiring the Best Talent |
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| September 19 | |
Breakthrough Project Management |
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| October 08 - 09 | |
5 Habits of Intentional Leadership |
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| October 17 | |
Managing Time and Multiple Priorities |
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| October 24 | |
Precision Questioning and Answering (PQ&A) |
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| November 05 | |
Delegation and Coaching: The Winning Combination |
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| November 13 | |
Effective Presentation Skills |
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| November 14 | |
Transitioning from Individual Contributor to Manager |
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| December 10 | |
Managing Time and Multiple Priorities - Self-Paced |
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| January 01, 2014 | |
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