Hello this is Nick Gartside of PGP Training with information on our Core Selling Skills Course.
Our course is based on a simple but robust framework that can be applied for any consultative selling process and is described by the following three steps:
Selling Skills Framework: Copyright PGP Training, All Rights Reserved
An overview of how this course is developed over a two day period is provided below:
Day I
UNDERSTANDING THE SALES PROCESS
This session helps the delegates to understand the stages of the sales process, what should be covered at each stage and where they fit into the process. It looks at the qualification, bid development, negotiation and implementation phases and reinforces the importance of selling as a continual process in which all customer facing personnel play a part in identifying opportunities and developing and selling solutions It also reinforces the importance of relationship building through a consultative approach.
PLANNING FOR QUALIFICATION VISITS
Qualification is the first stage of the sales process. This session stresses the importance of planning before conducting the visit(s), why it is critical to set objectives that are achievable, measurable and realistic and the need to have fall back positions. It also looks at how the visit should be structured so that objectives set can be achieved.
CONDUCTING QUALIFICATION VISITS
Delegates are made aware of the importance of structured questioning in order to identify qualification criteria, what questions should be asked and how to control the meeting through the use of note taking and active listening behaviours. The output from this session is that delegates will have identified what information is necessary in order to qualify a prospect.
QUALIFICATION ROLE PLAY
Delegates will practice the qualification phase of the sales process in groups of three, customer, salesperson and observer. Each group will also be observed by a Trainer / Manager. Each person in the group will play the roles above. The output from this session is a greater appreciation of the qualification process and the skills required in conducting a sales interview.
PROOF PHASE
This session looks at the structure for putting together a persuasive solution to the needs identified at the qualification stage, the importance of selling benefits as opposed to features or advantages and the structure of a formal and informal presentation. It also covers the structure and content of a sales proposal.
Day II
PROOF PHASE (CONTINUED)
During the presentation of solution, prospects raise more questions and objections than at other stages of the sales process. Delegates are made aware that in many cases these are indications of interest and may even be buying signals. Delegates are shown how they should be handled.
DECISION PHASE
This session looks at how the sale progresses from the proof stage to the negotiation and close stage. Delegates are made aware of the dangers of discounting (giving valuable things away, money, time etc) without getting something in return. The concepts of currency trading and achieving a win-win outcome are discussed.
PROOF DECISION ROLE PLAY
From information gathered at the qualification role play delegates carry out a presentation of solution role play in groups of three . This makes them aware of the importance of matching solution to need and in handling questions and objections. Basic negotiation is also possible.
SUMMARY
The programme takes delegates through the various stages of the sales process and shows them what should occur at each stage. They are also given practice at conducting meetings at two key stages, qualification and proof which helps to reinforce their overall understanding of what the sales person does and the key skills required to perform the sales role.
If you would like more information regarding the Core Selling Skills Course, you may email Nick Gartside.
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