Trade Sales Skills
This is an intensive one day programme designed to give you the essential skills to convert more enquiries into profit by utilising an effective and proven sales process. Many companies and individuals have increased their turnover and their profits by applying the systems learned during this day. This course has been specifically designed for trades’ people such as electricians, plumbers, builders etc. Any small business where the quotation/ estimate process is employed will also benefit from this course.
Goal Setting
- Current sales performance
- Desired sales performance
- Impact of increased sales success
- Development of sales goals and motivation
- Understanding the link between sales success, sales process and measurement
Maximising the Quotation and Estimate Process
- Why quote? Why estimate? To post or not to post?
- Understanding the customer’s motivations
- Is price always the key factor?
- Up to? – The budget question
The Sales Process
Fully understand the sales process and how your customers will benefit from structured advice and instruction
- Meet and Greet – First impressions. Building rapport and relationship
- Qualification and Needs Analysis – Understanding your customer
- Presentation – Present your product to create agreement
- Trial Close – Does your customer understand?
- Negotiation – Getting the right price for everyone
- Close – Creating the environment in which the customer can say ‘yes’
- Overcoming Objections – The ‘LAP’ technique
Delivering on your Price and Service
Learning Points
- Setting sales goals
- Understanding process
- Measurements and controls
- Key sales techniques
- Rejecting the fear of selling
- Closing the sales – avoiding the quote wars