NEW! Sales for Non-Sales People – The Essentials Course

Is it right for me?

Do you speak with customers regularly? Do you have the opportunity to discuss new products and services? If so, this is the course for you.

In today's competitive environment, everyone in an organisation who deals with customers needs to be aware of the contribution they can make to the bottom line.

Customers are often more willing to speak freely to a non-sales person, for example, an engineer, a technician or a customer service representative than they are to a ‘sales person’.

This course is designed for those people who are new or need a refresher to the concept of ‘sales’ and do not have a sales background, but who offer additional products or services as part of their job role.

What will I get out of it?

By the end of the course participants will be able to:

• Agree the importance their role plays in the sales process
• Apply relationship building techniques to a sales discussion
• Listen effectively and ask questions to uncover sales opportunities
• Demonstrate key skills used to introduce new or additional products/services
• Present products and services in terms of features, advantages and benefits
• Take appropriate actions to develop and close a sale

Related courses in our range

Sales for Non-Sales People - The Customer Sales Meeting Course

What does it cover?

Creating a sales mindset

• How does my role link to selling?
• What opportunities do I have to sell?
• What is ‘selling’ - demystifying the myths

Understanding the selling and buying processes

• How people buy
• 7 steps of the sales process
• First Impressions
• Dealing with considerations and objections
• The importance and difference between Features, Advantages and Benefits
• Making the most of limited time
• The Importance of ‘The Close’

Building rapport and building the relationship

• Creating a positive image of you and your organisation
• Spotting opportunities and needs
• Building rapport and involving the ‘customer’
• Importance of customer information/Customer Relationship Management (CRM) systems

Maximising your skills

• Identifying the customer’s needs through effective questioning skills
• Listening and observing effectively to spot buying signals
• Overcoming your nerves
• Getting past the ‘gatekeepers’
• Practical exercise with feedback

Action planning

• Bringing together the strategies identified during the two days to formulate a plan of action to develop a 'sales' mindset.