Stepping Up A Level ~ Seven Steps to Successful Selling to Successful Selling
The Stepping Up A Level programme splits the process of making a sale into seven steps to success.
1. Preparation 2. Meet and Greet 3. What’s on their mind? 4. Making a recommendation 5. Demonstrate 6. Gaining commitment 7. Consolidate the actions
Breaking the process down into bite size sections allows those attending the course to get a basic overall understanding of the key factors to focus on when trying to make a sale.
Sometimes we all need a little reminder and here are a few tips which, if kept in mind, are sure fire ways to help enhance the customer’s buying experience. Last month we featured an article from Minivator’s Sales Director, Tony Mercer, in which he addressed the issue of sales skills within the mobility dealer marketplace. Following that publication Minivator received positive feedback from companies supporting the need for an industry sales skills training programme. The basic ethos is that by improving the selling skills in retail outlets, dealers are likely to benefit in the short term by increasing their chances of securing a sale, and in the long term, as a result of improved customer experiences and the associated increased chance of customers returning with more business.
Encouraged by the response, and reassured that the need for training is not only there but that dealers recognise this need Minivator has discussed the proposition with a training provider with a view to running courses in the Autumn. The company proposing to deliver the training is DPS Associates, no stranger to training the healthcare industry; some of you may already have received training provided by DPS as they have delivered training to Arjo and Days Medical in the past.
DPS Associates were established in 2002 by Dave Sutton following his 4 years as Dealer Training Manager with T Mobile. Dave was looking to draw on his considerable training experiences with this well known retailer. He also utilises experience from his past in Customer Contact services and healthcare so he is well positioned to deliver high levels of expertise.
Dave explained “Many companies are put off attending training courses because they have a specialised focus and don’t feel general training will deliver what they need. DPS recognises this and works with companies to provide a tailored package to meet their needs”. He went on to comment “We plan to offer a one day course specially designed to help those selling healthcare products face to face in a retail environment. Often these sales people take on a great level of responsibility in recommending aids and are required to sell products to individuals who may not wish to be purchasing them in the first place. Giving those individuals the techniques to help overcome objections to sale can not only help them do their job more easily but it will increase their chances of making a sale.”
Established to deliver objective led performance programmes via a passionate and committed approach, DPS has seen a number of successes. Dave has successfully delivered training for , The Post Office in the retail market and Telewest in the door to door arena.
The one day course will cost £89.00 per person including lunch and refreshments. Anyone that feels this may be of help to them or their team should register their interest with Sharron Thomson who will forward more detailed information on dates and content as soon as it is available.
Sharron can be contacted on sharron.thomson@minivator.co.uk, by ‘phone on 01384 4087000 or fax your details to 01384 405755 stating your are interested in Stepping Up A Level.
100% attention
100% of the time.
First impressions are made in under 10 seconds but can take over 17 hours to change
Check that what the Customer thinks they are paying for is what the Customer is getting