Foundation Sales Training

This open course can be tailored for in-house training.

PSL Sales Training 3 and 4 Day Foundation Course Content

"This unique sales course will involve you, inspire you,
make you think, laugh and learn new and powerful sales skills"

Who should attend:

New sales people.
Sales managers.
People who want real world sales tools they can use to gain competitive advantage.

BENEFITS TO YOU AND YOUR BUSINESS

This course will help you:

- Get off to a flying start

- Build trust with your customers

- Uncover needs, problems and wishes

- Explore purchase benefits and implications

- Feel confident and capable of succeeding

- Establish your customer's price range

- Keep an open mind to sell effectively

- Maximise the use of your time

- Overcome and avoid objections

- Present and close effectively

- Protect your price and margin

- Know when to walk away

COURSE OUTLINE

Introduction to the sales process
- Setting realistic objectives - Planning and preparation - Managing your time - Using the sales process - Filling your sales-pipeline with value - Fact finding to uncover sales opportunities - Focusing on the customer and your goal - Maximising the sales value you produce

Releasing your potential	Foundation sales skills
- Developing a positive attitude - Keeping an open mid - How to develop self-confidence - How to develop resilience and persistence - The actions that will maximise your sales	- Creating a positive first impression - Getting past customer defences - Open, closed and laddered questions - How to make a great presentation - Using active listening & observation skills - Controlling sales meetings - Influencing different types of buyer - Prospecting to grow your business

Sales presentation skills

.Closing skills

- How to be persuasive
- Involving the customer
- Keeping your customer's interest
- Focusing on the right objectives
- Overcoming surprise objections
- Seeing the customer's perspective
- Powerful demonstrations
- How to prepare your proposal
- And how to present your proposal

- Why customers buy and some surprises
- Identifying key buying signals
- Preventing objections
- How to overcome objections
- The benefits of managing & using emotion
- Negotiating successfully
- How to close transactional sales
- How to agree complex sales
- When to stop selling

This is a practical sales course.

80% of this course is interactive to ensure you take away
the tools you need and will keep using to grow your sales results