Technical Sales Skills
Technical Sales Skills are used when we are engaged directly with customers. This could be face-to-face, over the phone, contact through messaging or when emailing. These Technical skills are the very fabric of selling and having a sound knowledge of these is fundamental to succeeding in Sales.
The skills look at how to use process so that you know what to do from the very start of your interactions with people in sales situations. They cover the aspects of meeting people, qualifying their needs and seeing how and where your product or service is saleable to them. They also cover the need to manage your resources and time so that you can handle different types of sales effectively. A brief description of the courses covering these skills is shown below:
- The Importance of Commercial Awareness
- Positioning Features, Advantages and Benefits
- Targeting Buyers and building a Sales Pipeline
- Closing Sales in your timeframe
- Effective Questioning Techniques
- Discovering Customer Needs
- Selling Solutions to Customers
- Sales Account Planning
- Using the Sales Cycle
- Matching the Buying Cycle
|
||
This course considers why it is important to understand the interactions that take place between buyers and sellers so that you are able to consciously and consistently understand how to control a sales situation. Everyone needs to appreciate that selling successfully follows written and unwritten rules, regardless of the size of customer you are engaged with. How you use your sales skills for managing these business interactions are critical to your sales success, from the very start of the process. See Sample Slide
|
||
|
||
This course looks at one of the most important aspects of selling and highlights how to avoid mistakes commonly made by most sales people when positioning their products and services. We will teach you a structured approach for extracting information and positioning your products and services. It will help you to quickly qualify customer requirements so that you know early on whether they are likely to buy from you, based on how well you present your solutions and ideas. See Sample Slide
|
||
|
||
This course focuses on having a clear understanding of the type of person or company you want to attract for your products and services. It highlights why your most precious resource is your time and that using it effectively, to find the right buyers, has a major bearing on your success. Given that new business takes six times longer to find, it is critical to ensure that you have an on-going sales pipeline that equates to your revenue targets and aspirations. See Sample Slide
|
||
|
||
This course explains how and where Closing fits into the overall Sales process. We show you how your time should be primarily focused on Building Relationships and Resourcing, as well as Closing Sales. We also highlight the differences between strategic and tactical selling and explain some of the techniques that are used in these two types of selling. The course also highlights a number of different Closing techniques & provides assistance in how to handle rejection when selling. See Sample Slide
|
||
|
||
This course will help you understand how to quickly and effectively extract the right information from customers in commercial situations. We show you how to ask both simple and complex questions effectively. Making assumptions can be dangerous and leaving things to chance usually catches us out when we are least expecting it. The course also looks at a number of generally accepted Questioning techniques, as well as how to verify what you have already heard, to ensure a correct understanding. See Sample Slide
|
||
|
||
This course will help you to quickly understand whether a prospect or customer has the need for your product or service. Customers often express their needs by highlighting elements that are causing them “pain” in certain areas of their functions or business. Having your customers talk about this pain provides you the opportunity to assess how your ideas and solutions will assist them so that you are able to quickly position how you may help them to alleviate that pain. See Sample Slide
|
||
|
||
This course considers the entire aspect of the term “Solution”. We look at what a solution is, why we should sell solutions and how to assemble a solution. Customers are generally not interested in features and why you may think your product is ideal unless you can clearly show them how, what you are selling helps them achieve their business objectives. We also consider how to get around “roadblocks” to solutions and where that leads us once we have done it successfully. See Sample Slide
|
||
|
||
This course describes how to plan sales campaigns and manage your sales accounts. We show you why sales that happen accidentally are very difficult to repeat and typically lower value. We consider why planning your sales campaigns, in a targeted and effective manner, enables you to manage the risks and reap the rewards of selling successfully. We’ll also highlight why keeping close to customers ensures that your sales pipeline remains healthy on an on-going basis. See Sample Slide
|
||
|
||
This course highlights the secrets of managing sales so that you increase your chances of being successful. If you are baking a cake, and have never made one before, you will almost certainly look for a recipe to follow; this course provides you the recipe for winning sales over and over again. We show you why you cannot afford not to follow a recipe, especially given that there are no guarantees in Selling. We also explain how doing the right things well, increases your chances of success. See Sample Slide
|
||
|
||
This course builds on the lessons learnt in the “Using the Sales Cycle” course and highlights the fact that your buyers will almost certainly also be following a structured process as part of their buying cycle. Not only do you need to understand the process they are following, but also how to map your products and services into their evaluations and decision-making processes. You need to be on top of both cycles in order to match them, particularly given that buyer priorities often change along the way. See Sample Slide
|
||
The course enables you to:
The
