Selling your services

 

Saturday 1st August, 2015 9am – 4.30pm
University House, ANU
Cost: $300 (CSE members); $500 (non-members); $180 (interstate members)

About the course

CSE is running a full-day course on Selling Your Services.

Once registered, participants will be provided with access to a forum to complete a personality profile for self-awareness and to be used by the trainer to personalise the course.

Contact us to register your interest for this course (select ‘Workshops and Courses’ from the dropdown list under ‘Select a contact’).

Places are limited. Those who express their interest will have first option to register when registrations open in early July.

Course Outcomes

  • Interpret prospect needs by conducting a needs analysis
  • Master active listening techniques to better connect with & understand clients
  • Manage the sales process by understanding where the sale is & how to keep the momentum moving forward
  • Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
  • Negate competitor quotes, while remaining professional
  • Deliver presentations that sell
  • Handle objections professionally & effectively
  • Master highly effective closing techniques
  • Follow-up to develop long-term relationships & future business
  • Set goals that motivate
  • Manage your sales database effectively

Course Outline

Defining the Sales Process: Lesson 1
• Type of Sales
• Common Sales Approaches
• Glossary of Common Terms

Getting Prepared to make the Call: S Lesson 2
• Identifying your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions

Creative Openings: Lesson 3
• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening

Active Listening: Lesson 4
• The importance of active listening
• Minimal Encouragers
• Restating and Paraphrasing to gain commitment

Delivering Presentations that SELL: Lesson 5
• Features and Benefits matched to Customer Need
• Outlining your Unique Selling Proposition
• The Burning Question that every Customer wants Answered

Managing the Sale: Lesson 6
• Sales psychology 101:  Leading representational bias, Tie-Downs, Tag-Ons
• Competing without competing on price – and maintaining your professionalism

Handling Objections: Lesson 7
• Common types of Objections
• Basic Strategies
• Advanced Strategies

Closing the Sale: Lesson 8
• Understanding when it’s Time to Close
• Powerful Closing Techniques
• Things to Remember

Following Up:Lesson 9
• Thank-you Notes
• Resolving Customer Service Issues

Setting Goals: Lesson 10
• The Importance of Sales Goals
• Setting SMART Goals

Lesson 11: Managing your Data
• Choosing a System that Works for you
• Using Computerised Systems
• Using Manual Systems

Manage your pipeline: Lesson 12
• What is a sales pipeline
• The stages from prospect to customer
• How to determine your prospects stage
• We share our experiences