Sales: selling with results! course

Would you like to sell with more enjoyment, confidence and results? In this two-day course you work on your sales techniques, conversation skills and presentation. You apply it directly to your own practice and achieve visibly better sales results.

Description

Good selling is vital to your organisation. Clients want to be heard and seen and are looking for someone who shows interest, listens to their challenges and thinks along towards a suitable solution. If you can do that, you are already very close to being a good salesperson.

In this two-day course you work on the most important aspects of selling. You work on your sales plan, your conversation, questioning and listening techniques, and on the way you present yourself, your organisation and your product. You also learn how to deal with objections, reservations and complaints, how to recognise buying signals and how to close a conversation convincingly. Aftercare and building long-term client relationships are covered as well.

You apply everything directly to your own work situation and receive constructive feedback and practical tips. Whether you are an experienced or a beginner salesperson, your sales skills will visibly improve.

Topics

During this two-day course you work on the skills you need to sell with more confidence and better results. The following topics are covered:

Business planning

• The structure of a strong sales plan and what yours could look like
• The collaboration between (online) marketing and sales to increase joint success
• Who to approach within the client organisation: the various DMUs and the issues that matter to them
• What information you want from a client, why that matters and how to find it out

Conversation skills

• The communication model: influencing people in a positive way
• Sales methods that make customers glad to see you
• Conversation techniques: entering every conversation with confidence and concluding it successfully
• Questioning techniques: asking the right questions at the right moment
• Listening techniques: really listening, so that the real question behind the question comes out into the open

Presenting yourself, your organisation and your product

• Packaging your message so that the client immediately sees the benefit
• Putting your sales arguments in the right order for maximum impact
• Dealing effectively with objections and reservations
• Using complaints as an opportunity to deliver extra value
• Coming across as convincing and reliable
• Generating a need to buy
• Responding to buying signals

Closing the sale and after-sales care

• From conviction to order
• Adding strategic value to long-term client relationships

Result

After this two-day course you will stand stronger in your sales conversations. You know how to build a sales plan, who to approach within a client organisation and how to get the right information on the table. You ask sharper questions, listen better and recognise what the client really needs.

You present yourself, your organisation and your product in a way that matches the client. You deal convincingly with objections, recognise buying signals and know how to turn a conversation into an order. Even after the deal has been signed, you know how to remain valuable to your client, so that you build lasting client relationships.

Whether you are a novice or an experienced salesperson: you will notice straight away that your sales skills have visibly improved and that you sell with more enjoyment, confidence and results.

Target audience

This course is ideally suited to account managers, sales staff and marketers involved in selling. If you regularly carry out acquisition or hold client conversations from another role, you will also be in the right place. Whether you are just starting out or have years of experience: you will take your sales skills to a higher level.

Teaching method

The content of the course may vary slightly from group to group, because at Learnit we think in terms of tailored solutions: your own working situation is always the starting point and the end point. Before the course you have an intake interview in which your learning objectives are identified. On that basis the trainer determines the final programme.

Learning by doing comes first. You practise with recognisable sales situations from your own work, receive direct feedback from the trainer and the other participants, and alternate theory with role plays and practical assignments. This asks for active involvement and ownership on your part; in return, you discover and develop skills with which you achieve results immediately after the course.

Prior knowledge

You don't need any specific prior knowledge for this course. Whether you are just starting out in sales or already have years of experience, you can join straight away. It does help if you are open to working with your own work situations.

Comments

None in particular.

In-company

Would you like to organise this training for a whole group or several groups? This can be cost-effective. For example, we can tailor the content entirely to your organisation, and training a whole group is also cheaper.

Are you looking at large numbers of participants or a complete academy? That involves a great deal. Consider planning and communication, for example, or identifying and agreeing the objectives and content of the training. Or differences in level, feedback mechanisms and safeguarding. Fortunately, Learnit has extensive experience in this field (more than 25 years) and we are happy to help you through this process.

Request a quote

Language

The training is given in Dutch as standard. The trainer has a good command of English. English-language course material can be used. With a minimum enrolment of 3 participants, the training can also be given entirely in English.