SELLING SKILLS

Taylor made, industry specific selling skills training

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For many years the selling profession was labelled as one where you would find varsity dropouts or individuals who just “could not make it” in other professions. Anyone who has ever been involved in selling a product or products would swiftly have you know that selling is probably one of the most demanding, rewarding and at times demoralising professions one could find themselves in.

The emphasis in this instance must fall on the word profession because that is exactly what it is. Successful sales professionals have the ability to start each day highly motivated - ready to face objections, difficult clients and in some instances, total rejection. They do this day in and day out without ever giving up until finally they strike gold!

At Jennings and Associates our combined selling experience exceeds 40 years and we would like to make selling a lot easier for individuals by sharing many of our selling secrets.

Through discussions and participation we will expose delegates to the following:


Personal Mastery


1st step in the selling process


2nd step in the selling process


3rd step in the selling process


4th step in the selling process


Personal Mastery

  • Selling as a profession
  • Benefits of the professional sales career
  • How attitude affects results
  • How to change thinking patterns in order create sustainable self - motivation and optimism
  • How to move yourself into the top 10% of sales professionals in your industry


1st step in the selling process

  • Product knowledge and how to incorporate add on’s so that we maximise on the selling opportunity
  • Understanding features, advantages and benefits
  • Delegates practise FAB’s with the products and each other
  • Industry knowledge
  • How to build an effective network


2nd step in the selling process

  • First impressions/ body language
  • How to cultivate and sustain assertiveness
  • Understanding different behavioural types and how to modify your approach
  • Initiating the sales process and building credibility
  • Why many sales are made or lost
  • Role plays – video taped


3rd step in the selling process

  • Effective involvement of the customer
  • How to hold the customers attention
  • Understanding your customers strategy
  • Establishing a basis for effective communication
  • Effective questioning techniques
  • Delegates practise these techniques with each other and through role plays


4th step in the selling process

  • Trial closes
  • Objections – sign posts to the sale
  • How to handle objections professionally
  • Closing the sale and selling add on’s – Role plays – video taped

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