Selling a Service

Cost: £500 + VAT

Includes: All workbooks and materials Ongoing mentoring and support

Dates: 11 and 12 January 2010

Duration: 2 days

Introduction:

Selling a service is different from selling a product. In many ways it is harder to demonstrate a tangible benefit and to communicate the value of your offering. This programme is designed to give sales people the additional information and skills they require to be successful in this environment.

Course objectives/content/key benefits:

On completion, delegates will be able to:

• Understand the buying and selling process
• Open, lead and control the face to face discussion
• Qualify leads effectively
• Communicate effectively
• Establish the customer's requirements and purchasing criteria
• Present their service and differentiate it from the competition
• Handle all common objections and focus the customer on value, not price
• Gain commitment and advance the sale at all stages
• Write effective proposals to help them win the business
• Make definitive and time-bound action plans they can implement immediately in their work

Who the course is aimed at:

• New starters recently recruited into the sales profession
• More experienced sales executives with no formal training qualifications
• Contracts managers
• Managers and internal staff with direct customer contact

Course tutor:

Steve Cole

Training method:

• Highly interactive with a strong emphasis on practical outcomes
• Role play scenarios.

Course outcome/qualification:

Delegates will have learned and practised the fundamentals skills required of a professional sales executive.

Pre-requisite knowledge/qualification:

None.