Professional Sales Training

Customised sales training to help you win, retain and develop profitable business

Our customised programs are built to meet your needs based on our proven track record in sales training.

PRO-PAYBACK Selling® is a step by step guide through the complete sales process; it’s the path to success based on years of research and experience. It covers each stage of the sales process from organising your time, researching your prospective clients and creating SMART objectives, opening the sales call, asking value driven questions, presenting the benefits to your customers with ‘YOU Appeal®’, to closing the sale and developing the account.

You will leave the course able to:

 

  • Assess your own selling style and adapt it to suit your customers
  • Apply TACK’s research into buyers’ likes and dislikes when dealing with salespeople
  • Apply a proven sales structure and process during every future sales scenario
  • Plan your calls professionally
  • Sell by setting clear objectives
  • Research and target the right prospects and customers to generate the best results
  • Gain and retain your customers’ attention
  • Ask value driven questions to fully understand your customers’ needs
  • Apply the concept of ‘YOU Appeal®’ ensuring the customer is your focus throughout the sales process
  • Motivate customers by applying TACK’s Offer Analysis© technique
  • Respond to and manage objections confidently and professionally
  • Deploy key strategies for winning business and gaining customer commitment
  • Keep developing your client relationships for long-term and profitable business

 

 

This course covers the following key topics:

 

Selling Styles

  • The four different Selling Styles and their advantages and disadvantages
  • Your own natural Selling Style
  • The four different Selling Styles and their advantages and disadvantages
  • Your own natural Selling Style
  • How and when to adapt your style to achieve best results

TACK’s research into customer attitudes, buying behaviors and likes and dislikes in salespeople

  • How customers make decisions
  • How and when they like to communicate with salespeople
  • What they look for in professional salespeople
  • What they don’t like
  • TACK’s ‘YOU – WE – I’ selling philosophy

PRO PAYBACK© sales process

  • Why you will sell better with a structured process
  • How the PRO-PAYBACK® model helps you to plan, prepare and implement each sales call professionally
  • The ‘before, during and after’ of each sales interaction

Planning

  • Planning your time
  • Evaluating opportunities
  • Establishing priorities

Research

  • What you need to know about your customers and their markets
  • How to find the information
  • How to prepare for a sales conversation

Objectives

  • The SMART test for your objective setting
  • The different types of sales objective
  • The selling by objectives discipline

Purpose

  • The value of Purpose Statements
  • How to create and communicate a clear Purpose Statement

Attention

  • The importance of focusing (or re-focusing) the customer’s attention
  • Five ways to win attention

You investigate

  • Questioning and listening skills
  • Different types of questions and their advantages and disadvantages
  • Fact-finding and questioning strategies

Benefits and You Appeal©

  • Buying motivators
  • The key concept of ‘YOU Appeal®’
  • TACK’s Offer Analysis technique for communicating Features, Benefits and ‘YOU Appeal®’

Answer objections

  • How to handle difficult customers
  • Why objections arise
  • Different types of objection
  • TACK’s professional objection answering technique

Commitment and closing

  • The different objectives help you win a commitment
  • How to time the close of your discussion
  • Buying signals’ and ‘yes responses’
  • Different methods of closing and when to use them

Keep developing

  • Different ways to follow up a sales meeting
  • How and when to make the next contact
  • Development and retention strategies

 

Enquiry

With offices in 45 countries and the ability to deliver in 35 languages. Fill out the form and learn with us today!
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