Course Description

Step 1 – Get motivated – How to value, develop and maintain positive thinking. 12 Positive habits.
Step 2 – Get organised – Time Management, Territory Management,and how to sell more by being more organised.
Step 3 – Get prospecting – Writing letters and proposals, getting appointments by telephone and cold calling
Step 4 – Get in front of customers – Part 1 – Sales psychology & QUAPMAC – Understanding why people buy, and how to encourage them to do so. This is followed by a powerful sales sequence that introduces our USP’s and deals with competition.
Step 4 – Get in front of customers – Part 2 – Communication skills – Learn how to speak persuasively and with confidence.
Step 5 – Get things right – The fundamentals of selling, including Listening, Selling Benefits and Controlling the Conversation.
Step 6 – Get the business – Part 1 – Negotiation skills – Learn how to negotiate, and how to resist negotiation tactics.
Step 6 – Get the business – Part 2 – Overcoming Objections & Closing – How to handle pricing objections, how to turn an objection into a close and how to deal with “I’d like to think about it”.
Step 7 – Get loyal customers – Part 1 – Customer Focus & Customer Care – How to maintain a healthy customer base.
Step 7 – Get loyal customers – Part 2 – Working With Distributors & Key accounts – How to motivate your dealer network and how to develop long term profitable relationships with your customers.