Sales Training

The Sales Training conducted by Horseway Business Services teaches effective selling skills, which will enable participants to significantly improve the ability to improve the turnover of the organization. Our Presentation Skills Training is a core part of sales training as it enhances customer impact as sales.

What is Sales Training?

Sales training is imperative for anyone who wants to thrive in the field of sales. The training assist people to get organised for meeting probable clients, be more effective in sales conversations, handling hostilities and a smooth closing of the deal which ensure they make a mark over the rest.

In today’s highly dynamic and competitive market, all companies are looking to grab larger market share. As the customer is always the king, it is important to find out how sales personnel highlight the features and benefits of their products/services they sell. This is a chief element of the retail training program provided by Horseway Business Services.

Sales Management Training

The training on sales aids in sharpening the selling skills of even qualified sales people by showing them to how to take advantage of opportunities. This ensures in aggressive business expansion. Using a simulated environment within a classroom setting where participants can make mistakes and learn from them, companies can hugely benefit from having their employees make a larger impact on a regular basis

Sales Training Programs conducted by Horseway Business Services focus on the following areas:

  1. Determining the needs of a potential client
  2. Understanding the selling process
  3. Talking the customer’s language
  4. Avoiding common mistakes
  5. Maximizing the effectiveness of every customer interaction

View our Sales Training Material for sale.

Training Topics:

Identifying Prospective clients

  • Conducting research on the industry and organization
  • Product knowledge
  • Customer Segmentation, Where to reach your customers
  • Lead Generation
  • Planning the Sales Interview

Preparing for Sales Calls

  • Telephone prospecting
  • Preparing a checklist of information to be procured before the sales call
  • Understanding the client organization’s profile
  • Understanding the potential needs of the client and the industry that they work in

Introduction:

  • Verbal introduction of self and the company
  • Positive non-verbal communication that makes an impact
  • Presenting oneself with poise and confidence
  1. Body Language and how to use it to your advantage
  2. Importance of Verbal – Visual Congruence during the introductions

Needs Identification:

  • Understanding the needs and wants of the customer
  • Listening
  • Using probing to understand the core needs of the customer
  • Using the funneling technique

Presentation:

  • Structuring information in a way that gets the customer’s attention
  • Selling techniques:
  • Consultative Selling

Handling Objections:

  • Team Brainstorming: common objections faced
  • How to handle them
  • Dealing with different kinds of customers
  • Role play simulations with different customer types
  • Talkative customers
  • Customers who are not interested
  • Customers who are pressed for time

Closing:

  • Identifying buying signals
  • Closing with confidence
  • Techniques of Negotiation
  • Skills of Negotiation

 

Professionalism:

  • Greeting customers
  • Using appropriate non-verbal communication
  • Presenting oneself with impact
  • Using appropriate words that convey respect and enthusiasm

Managing Customer Expectations:

  • Creating a ‘Culture of Commitment’
  • Handling ‘Moments of Truth’ in the customer interaction process
  • Understanding customer needs and customer expectations
  • Managing customer expectations

Managing the perception of customers

Training Hours:

The duration of the training will be 16 hours (2 days)

Training Methodology: 

  • Instructor Led Training
  • Role Plays
  • Games and Group Activities
  • Movie and Audio Clips

Resources Required:

  • Horseway Business Services will conduct the training
  • Maximum number of participants to a class will be 20
  • The training will be conducted at a venue organized by your organization
  • The following will be provided by your organization:
    • Handouts will be printed/photocopied
    • An LCD projector
    • Audio speakers