Selling Skills for Non-Sales Professionals
Sales Tips for Non Sales Professionals
Non sales professionals often find themselves in a sales role without the appropriate training and fundamental skills needed to grow their business area. Understanding the sales process and developing a structured sales plan are core competencies that are lacking in a large number of organisations where employee's have the important role to increase business through sales.
Unlike sales people who sell low cost products with little client engagement, selling a service that asks the prospective customers for a substantial investment takes a different set of skills. It not only requires a high level of confidence and knowledge of the ‘service', it takes the ability to manage the customer relationships; understand the cycle of service and developing the processes required for ongoing sales.
Fundamental sales principles such as knowing your Unique Selling Proposition (USP) and Lead Generation are foreign concepts to a number of consultants whose primary role it is to increase business. Growing your customer base is a process like many other aspects of business and it needs a systematic approach that can be measured, documented and reviewed. It requires the consultant to buy into the process and maintain a system that converts ‘prospects' into customers.
Learning the principles of selling; developing a structured approach and communicating regularly to key staff will change the commercial viability of business areas dependant on sales. These skills may include:
1. Focus on client benefits
2. Develop Prospecting techniques
3. Learn ‘questioning' techniques
4. Manage buyer resistance
5. Develop long term customer relationships
Non sales professionals are often people who started within the organisation in another role and through job transfers have found themselves in a role with fixed targets and commercial revenue requirements. Although their role has developed into the need for sales, they often perform other tasks and their experience can be in unrelated areas.
BSI Learning works with a number of government and private business agencies who need to sell their service. Often the service has many ‘benefits' for the prospective clients and converting prospects into customers requires an experienced consultant to ‘manage' the process before the ‘prospect' looks elsewhere to purchase these benefits.
Contact BSI Learning and increase your business viability through expert professional development.
Course Overview
Understand the basics of selling and learn a range of effective techniques that will help you succeed in many aspect of your professional life.
Who should attend
Individuals whose prime function is not sales but who are in contact with customers.
Course objectives
By the end of this highly practical course, you will be able to:
- Learn the key techniques and tools required to make effective sales
- Discover requirements and expectations using questioning and listening skills
- Identify business opportunities and convert them into sales
- Become an effective part of the company's sales effort
Course content
- Introduction to Selling Techniques
- Understanding the differences between buyers' and sellers' roles
- Defining the main success factors in selling
- Defining the objectives, the market and the targets
Successfully Meeting the Clients' Needs
- Identifying the decision-making process
- Assessing customer needs and expectations
- Building bullet-proof business relationships
Preparing Successful Sales Meeting
- Reviewing your targets and objectives
- Planning an appropriate sales strategy
- Selling benefits vs. presenting features
- Avoiding common mistakes
Securing the Sales
- Being persuasive to lead the negotiation
- Anticipating and overcoming objections
- Leading the client to conclude the win-win process
Duration
Two day workshop
$965.00 +GST per person
Training Delivery Options
- Single public program booking (two day workshop)
- Price for in-house program available on request
- One on one or small group corporate coaching available
Please contact Katrena Friel at BSI Learning on 02 9993 0703 to discuss your program needs.