Professional Selling Skills

Confidence in selling comes from understanding the product, the customer and the 'sales process'. This course is designed to provide the salesperson with a 'map' to steer him or her through the selling process. It develops the questioning, listening and objection handling skills needed to ensure that the customer remains the focus of attention. Finally, it will show the salesperson how to represent the product in terms that meet the customer's buying criteria.

Is this course right for you?

This course is aimed at those who are either new into selling, or have been selling but would like to refresh their approach and improve their sales performance.

Once the course is complete you should be able to:

  • Identify the key stages in the sales process and take the appropriate action to move forward or backward as required
  • Qualify a customer and an opportunity
  • Match the product to the need in terms that meet the customer's technical and personal buying criteria
  • Use effective questioning techniques to assess buyer needs, while building customer commitment towards buying
  • Handle objections with confidence
  • Map the buying organisation in terms of the buying process, and the key players and motivators in the buying cycle
  • Apply sound territory development and sales campaign management principles.

Course Content

  • Setting the scene
  • The sales process
  • Understanding the customer
  • 'Perception is reality'
  • How the solution works for the customer
  • Dealing with Objections
  • Closing the sales
  • The complex sale
  • Decision making and winning
  • Expanding your business

How is the course conducted?

The course conducted as a 2 day workshop session held at MaST's CBD location. The session is engaging and stimulating yet relevant to the audience in both style and content by including role plays, continual opportunities for discussion, and activities.

Our workshop groups are limited to 12 participants (a minimum of 6 is required), to ensure opportunities for individual attention and an enhanced learning experience.

You will be provided with a comprehensive course manual, access to MaST's post-course online resources, and ongoing telephone support from the team at MaST.

 

To book an Professional Selling Skills Course course, or to arrange in-house training, please call the training team on 03 9642 2862, or email us at mast@mastaustralia.com.au to let us know how we can help you.