Selling Skills

Built from a base knowledge level, the selling skills workshop will equip delegates with a structure for effective selling that can be applied to most sales transactions.

Using best practice built over decades of successful selling, the selling skills content utilises a non pressure method of selling that relies more on its structure, effective questioning and professional approach to be able to uncover needs and meet customer objectives.

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Using selling skills to control your sales pipeline.

An example of and one of the most valuable sales skills is the utilisation of  the Selling Skills Funnel - wide at the top, narrow at the bottom, as a tool to monitor the sales process and our selling skills in progressing prospects.

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At the top of the funnel you have "unqualified prospects" - the very many people who you think might need your product or service, but you have never spoken with. At the bottom of the funnel, many sales and delivery steps later, you have people with whom you have sucessfully applied your selling skillls and who then become a paying customer.

The selling skills  funnel is used because people drop away at each stage of a long sales process: For example, many of your unqualified prospects may have existing suppliers with whom they're very satisfied. Others may have needs which other competitors are better-placed to satisfy. Still others may love your products, but not have the budget to buy them.

Why use the selling skills funnel?

By using the selling skills funnel, and by quantifying the number of prospects at each stage of the process, you can predict the number of prospects who will, in time, become customers.

By looking at the way in which these numbers change over time, you can spot problems in the sales pipeline and take corrective action early.

For example, if you spot that very few mailings have taken place in a month, you might expect that in a few months time, sales might dry up. Next month, you should make sure that more mailers than normal are sent out.

Use of the Selling Skills  Funnel shows roadblocks and times of standstill, or if there are an insufficient number of leads at any stage. This knowledge allows you to determine where sales people should focus attention and efforts to keep sales at the desired level and to meet sales targets.

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The Selling Skills Funnel can also highlight where improvements need to be made within the sales process. These may be as simple as implementing additional sales coaching or ensuring that sales people put sufficient focus on all steps of the selling skills process that is fully covered during the workshop

Whilst every selling skills workshop is customised to match the industry and style of the buyer we would expect to include the following modules:

• Prospecting
• How to make appointments
• Preparation for a call
• Setting objectives for a visit
• Questioning techniques
• Listening skills
• Identifying needs and objectives
• Fulfilling needs
• Selling with features and benefits
• Breaking down barriers
• Overcoming objections
• Closing techniques
• Follow up procedures and post call evaluation

Selling Skills