COURSE OBJECTIVES:

• Delegates will leave this Steps to Successful Selling course with a clear and structured approach to selling
• The course focuses on how to keep control of a sales conversation or meeting by understanding the ‘game’ of selling, and how to navigate towards a positive outcome and clear Next Step.

COURSE CONTENT:

• What IS Selling? A formula for Sales Success
• Qualities of Excellence
• Inside the head of an advertiser – buyer tactics
• What do advertisers want from media owners today?

Sales Structure

• The 9 Step Sales Structure and its importance today
• Preparing to sell to a new client
• The 10 second exercise

Questioning & Pitching

• Using Questions to sell + exercise
• Summarising skills
• Delivering your pitch – Features, Advantages & Benefits

Objection Handling and Closing

• Objection types
• When and how to respond
• How to overcome an objection + role play exercises
• Creating urgency and asking for the business (closing questions)