Duration
½ day
Intended for
People that work in a sales environment and are required to make sales calls and manage their own time. It can be used as a stand-alone course or as part of a modular programme. The course has been used to particularly good effect by Sales Managers who wish to introduce specific modules of training to their sales meetings.
Contents
Sales Planning |
Why planning for sales is important |
The Sales Call Agenda |
Understanding the importance of a sales call agenda and how to use an agenda to get the best out of a sales call |
Gathering Useful Data |
The four steps to gathering useful data. These are: Effective Questions, Listening, Taking Notes, Summarising |
‘Me’ Management |
Tools and techniques for managing your own time in a sales environment |
Objectives
At the end of this course participants will be able to:
- Be able to explain the importance of planning a sales call
- Use a set agenda for making sales calls
- Be able to question customers effectively and gather the correct information at the point of enquiry
- Recognise the difference between the tasks they carry out that generate sales and those that are time wasters
- Have developed solutions to time wasting issues and developed a plan to provide time to focus on generating more sales
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