The BOSS Federation is the trade association which serves the UK office supplies and services industry by providing a range of initiatives, cost saving benefits and services, to enhance the business performance of its members.

Professional Selling Skills Programme

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Participants: Existing sales team members

Duration: Two days as part of an Open Course

Purpose

  • To equip participants with the core professional skills that are required in every sales situation
  • To understand the key elements of sales meetings, master the roles played by the sales person and utilise the skills needed to engage the customer and progress the bid.

Content

The course begins with an introduction to the different selling styles, in particular the difference between responding to needs and creating needs, and the appropriate behaviours to use in different sales circumstances.

  • We then examine the core skills that are needed in a sales situation:
  • Managing productive sales meetings
  • Gaining commitment from the customer or prospect
  • Understanding the needs of senior and junior management, addressing different priorities
  • Getting the prospect to open up and talk about their issues and objectives
  • Asking the right questions and listening actively
  • Uncovering the prospect's personal needs
  • Using reference stories to prove our capability
  • Qualifying potential sales.

When we are in a sales meeting, there are four things we have to do:

  • Find out their needs, both business and personal
  • Show how we can help
  • Structure the requirement into a commercial proposition
  • Gain commitment to the next steps in the process.
Learning Outcomes
  • Identify the advantages and disadvantages of the four different selling styles.
  • Create and develop a prospect's needs.
  • Understand and use key listening skills.
  • Gain commitment as the sale progresses.
  • Talk the language of senior executives.
  • Create major opportunities at a senior level.
  • Qualify these opportunities very thoroughly.
  • Identify potential showstoppers and what is needed to address them.
  • Hold effective sales meetings.
  • Define the pattern of a sale as a set of commitments by the prospect.

The cost of this two day workshop is £575 (plus VAT) per person. Places are limited to a maximum of 10 places on a first come first served basis.

 

28 - 29 June 2017 - BOSS/BPIF, St Bride Foundation, Bride Lane, London EC4Y 8EQ

Time: 9.00am - 5.00pm

For further information please contact:
Pat Victory
Pat Victory
020 7915 8409
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