SSD – Sales Skills Diploma

DIPLOMA OUTLINES

Our range of sales training courses target the skills needed to be a successful salesperson, from the personal skills needed for successful meetings, to advanced knowledge for effective critical thinking and strategy.

DIPLOMA CONTENT

Management Skills Outline

Our Management Skills training course conveys a range of information to supply delegates with the best training experience:

• An Introduction to Bids
  • Bid Basics
  • Market Sounding
  • PQQs
  • Tenders
• Decisions and Moving Forward
  • Decisions of Bid/No Bid
  • Alliances and Partnerships

Meeting Skills Training Outline

This Meeting Skills training course will explore these topics:

• Reasons for Meetings
• Chairing Meetings
• Defining What Constitutes a Meeting
• Meeting Planning and Preparation
• Ensuring Participation and Control
• Understanding Roles
• Reviewing and Follow-Up Meetings
• Personal Action Plan for the Development of Skills

Telephone Sales Training​ Course Outline

Introduction to Telephone Sales

• Glossary of Sales Terminology
• Knowledge and Attitude
• Converting Enquiries into Sales

Incoming Calls

Finding the MAN

• Trying to Sell to?

The Sales Cycle

The AIDA (Attention Interest Desire Action) Sales Structure

Features, Advantages, and Benefits (F.A.B.)

• Introduction to Feature
• What are the Products Advantage?
• Express the Feature
• Advantage and Deliver the Sales Benefit

Questioning Skills – When and how to use:

• Hypothetical and Leading
• Reflective
• Specific or Probing and Closed or Open

Situation Questions

• Problem Questions
• Explicit Needs
• Implied Needs

Listening Skills – Are You a Good Listener?

• Closing Techniques Andreasons for Low Feedback
• The Alternative, Assumptive, Andsummary Close

Closing Sales Technique Masterclass Course Outline

Module 1: Introduction to Sales

• Successful Sales Habits
• Ways to Improve Sales Success
• Applying the 7 Habits to Sales Strategy
• Successful Speaking equals to (=) Successful Selling

Module 2:  Introduction to Closing Sales

• What Is Closing Anyway?
• Adopting the Right Mind-set
• How to Set Call Objectives?
• Provide Value on Encounter?
• Creating a Collaborative Meeting Agenda
• Perfect Close

Module 3: Effective Closing Techniques

• Closing on Appointments
• Approach Close
• Demonstration Close
• Hot Button Close
• Trial Close
• Power of Suggestion Close
• Invitational Close
• Just Suppose Close
• Sharp Angle Close
• Instant Reverse Close
• Change Places Close
• Secondary Close
• Take Away Close
• Summary Close
• Referral Close

Module 4: Position for Success

• Attitude Determines Individuals Altitude
• Substance, Sizzle, and Soul: Three Keys to Sales Success
• Always Sell What Customer Values
• Develop a Step-by-Step Incremental Sales Strategy
• What Individuals can do to Close More Sales?