SALES STREET 1 SALES ESSENTIALS

SUMMARY A broad introduction to sales including the essential principles, processes, techniques and terminology to achieve sales success. SUITED TO Entry level sales professionals. BENEFITS Provides the footing and buy-in to equip future sales superstars.

Sales Essentials

SALES STREET 2 SALES ESSENTIALS

AGENDA

1. Welcome to Sales Essentials Sales people, Traits of a good sales person, sales acumen

2. Personality Types

Your personality type, selling to personality types, identifying personality types

3. The Sales Process Sales process stages, your sales process, knowing your numbers

4. Planning & Qualification

Objective setting, recognising the right client, buyer journey, background qualification

5. The Pull Sell Communication, push-pull selling, identifying a need, questioning, listening

6. Selling the Benefits

Elevator pitch, features advantages benefits, top & tap, sales dos and don’ts OUTCOMES

• Understanding success in sales and the attributes of a successful sales professional • Understand your personality type and how to sell to different types • Understand proven selling techniques and approaches • Understand your sales process and your part in it • Plan and prioritise your sales activities • Learn how to identify buyer needs and pull sell • Create or hone your elevator pitch • Develop sales messaging around product and service benefits