WHO IS THE KIT FOR ?

This material has been used not only for new sales people, but also for groups of more experienced people who want to refresh and renew some of the basic skills that they may have started to take for granted.

In addition we have also used this material with non-sales people who need to sell ideas or services within their own and affiliated organisations.

WHY WAS THE KIT DEVELOPED ?

This is the first of three modules developed for sales people working in an international fast moving consumer goods company. The purpose was to help sales people develop basic sales skills.

Our client recognised the importance of having a sales force that is well versed in the first principles of selling, which can so easily be forgotten. Since then it has been modified for use in many other situations. Whatever product or service you are trying to sell it is crucial that your sales proposal has been carefully and professionally developed.

OBJECTIVES

By the end of the session participants will:

• Prepare for each call
• Reveal and identify customers' needs
• Differentiate features and benefits
• Present the benefits of their products, services and sales proposals
• Use visual aids appropriately.

PROGRAMME OUTLINE

The pack contains:

KITS THAT ARE EASY TO RUN

This is tried and tested material that the authors have used throughout the world, in many organisations, to help people to become more effective in developing their sales proposals.

If you are new to training you will find this module user friendly, with clear, easy to use instructions at every stage.

If you are an experienced trainer, this material will save you hours of preparation time. The flexibility of the package makes it very easy to modify so you can add your own ideas or you favourite activities and exercises.

'Show me a successful person and I will show you a sales-person. The fact is we are all selling one way or another' - Anon