Contemporary Industrial Sales

Duration

2 days

Aimed at

Industrial sales staff (both internal and external)

Overview

While all the classic (basic) sales techniques are covered the content of each presentation is structured around the products and services offered by the client company. For this reason, this program is only offered on an in-house basis. This approach offers the very beneficial implementation of pre and post course activities aimed at maximising the internalisation of the knowledge and skills covered.

Course Objectives

• At the end of this program, delegates will be able to:
• Define the challenges currently being faced in the market
• Write a commonly accepted version of the company’s current market offering
• Construct a table showing the features and benefits of at least three products and/or services offered by the company
• Detailing how they will apply the collaborative approach to selling
• Actively seek out sales opportunities
• Prepare for a sales call
• Make a sales call that is flexible enough to meet the changing circumstances of the call
• Establish credibility with the client
• Indentify real customer needs through questioning techniques and calling on all members of the Decision Making Unit (DMU)
• Overcome objections in a manner which is constructive and beneficial to both parties
• Close the sale and commit to service delivery in both the short and long-term
• Gain support from other departments in ensuring that all customer relationships are long-term ones