The sale is an activity that requires specific skills in order to succeed in the market. The ultimate aim of the sales activity is to attract customers; to do this, it is necessary to understand the sales process, communication and persuasion techniques, as well as the most relevant factors affecting consumer psychology. With this training programme in Sales Skills The course will provide the knowledge required to understand the business environment, psychological factors relating to the consumer, purchasing, decision-making by the customer and the salesperson, and the impact on the other party, communication, the building trust, argumentation techniques, the value proposition, the sales process and the merchandising and marketing.
Cross-cutting
Personal Development
45 hours
Sales Skills
Personal Development
45 hours
Introduction
Objectives
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To know the business environment in which the salesperson and the customer interact.
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Identify the different psychological variables consumer.
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Learn about the purchase and the decision-making the customer’s.
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Knowing how to to persuade and convince to the customer.
Table of Contents
TEACHING UNIT 1. THE BUSINESS ENVIRONMENT.
- Introduction
- The salesperson
- The client
TEACHING UNIT 2. PSYCHOLOGICAL VARIABLES OF THE CONSUMER.
- The Psychology of Selling
- Customers’ reasons for buying
TEACHING UNIT 3. THE PURCHASE: CUSTOMER DECISION-MAKING.
- The purchase, the customer’s decision-making process
- Identifying customers’ needs and expectations
TEACHING UNIT 4. THE SALESPERSON AND THEIR IMPACT ON OTHERS: PERSUADING AND CONVINCING.
- The salesperson and their influence on others: persuading and convincing
- The sales interview
TEACHING UNIT 5. COMMUNICATION
- Communication
- Communication difficulties
- Levels of communication
- Attitudes and techniques that promote communication
- Conclusion
TEACHING UNIT 6. BUILDING TRUST.
- Building trust
TEACHING UNIT 7. ARGUMENTATION TECHNIQUES.
- Key points to bear in mind for an effective sale
- Theories on closing a sale
- Stages
- Techniques for developing a sales pitch
TEACHING UNIT 8. THE VALUE PROPOSITION.
- Competitor analysis
- Leading the negotiations
- Progress of the negotiations
- The difference between competition and cooperation
- A win-win situation
- Being creative with alternatives
- The criteria for an effective agreement
TEACHING UNIT 9. THE SALES PROCESS.
- Preparing for the visit
- Stages of the sales process and commercial negotiation
- End of the sale
- Sales follow-up
TEACHING UNIT 10. MERCHANDISING AND MARKETING.
- Merchandising
- Point-of-sale layout
- Guerrilla marketing
- Viral marketing
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