Construction Industry Sales Skills

20
Sep
2011
 
XX
XX
AM
The course covers the basic sales process, looking at the nature of selling, sales skills and the concept of the sales funnel. It considers the different types of customer, selecting those that are right for the business, the customer's perspective and the process of building relationships.

Solutions to problems are key to selling and the process of identifying needs, presenting relevant benefits and delivering value are examined.

Another key element of the sales process is the sales meeting and this process, both face to face and by telephone, is examined. Finally some strategies for managing sales activities are suggested.

Designed specifically for sales professionals working in the construction industry, this course is designed for those new to sales, or as a refresher for the established sales person. It covers all of the core skills necessary to be effective in both external and internal sales roles.

Learning is supported by exercises and group discussion aimed at reinforcing construction industry issues.

Learning Outcomes:

Understand the sales process and become familiar with the key processes:

• Identifying Customer Needs
• Features and Benefits
• Selecting and Managing Customers
• Building Relationships
• Telephone Techniques
• Effective Participation in Meetings
• Managing the Sales Process

Programme:

9.30 The Sales Process
• What is Selling?
• Sales Skills
• The Sales Funnel

10.30 Customers
• Who are our Customers?
• The Customers’ Perspective
• Customer Types
• Selecting and Targeting

11.15 Coffee
11.35 Solutions to Problems
• Identifying Needs?
• Features and Benefits
• Delivering Value
• Competitors

12.30 Lunch

13.30 Building Customer Relationships
• Customer Lifetime Value
• Cross Selling
• Behavioural Styles

14.10 The Sales Meeting
• Pre-call planning
• Communication
• Telephone Techniques
• Appointment Setting
• Questioning

14.30 Coffee
• Setting Objectives
• Handling Objections
• Buying Signals
• Closing and review

15.50 Managing Sales Activity
• Customer strategies
• Implementation
• Risks and priorities
• Action Plan

16.00 Close
Cost: £295+VAT

6 CPD hours