Understanding Sales & Selling

This half day module starts by looking at why people buy and how best to evaluate customers real needs. Delegates complete an interactive exercise which highlights their own perception and explores the three levels of need. We move on to the difference between need and want to develop a greater understanding of the important difference in selling between interest and desire.The second part focuses on selling and what is needed to succeed as a salesperson, the different types of sales and personality types that fit these roles, for example Major Accounts is very different to telephone sales and/or field sales and prospecting.We study the key characteristics and motivations successful salespeople share and delegates complete a personality profile to give them greater self awareness. The module completes with an hour looking into discussing the sales cycle and the wheel of success in sales.