Course Overview

This course lays the foundation for professional selling by developing the selling process using effective sales methodologies. You will learn the skills and the tactics of the leading sales professionals and take part in an interactive scenario to master those skills.

Duration

12 Hours. Training times can be arranged in more manageable sessions of 6 hours over 2 days.

Delivery Method

Training times can be arranged according to your date and times requirements, delivered virtually or on-site at your premises by one of our professional facilitators. Alternatively, you can join a virtual public course by clicking on the Register Now button.

Who Should Attend

This course is designed for candidates who wish to improve their selling skills.

Prerequisites

The candidate must have a commitment to the pursuit of excellence.

Course Content

1. Introduction to Selling

• Definition of selling
• The definition of a seller
• The definition of a buyer
• Selling
• Sales requirements
• Sales strategies and tactics
• Attitude
• Ways we sell
• Person-to-person
• Telemarketing
• Direct mail
• Email
• Internet
• Seminars and conferences
• The selling process - strategies and tactics
• The process
• Sales stages
• Product knowledge
• Develop a positive sales attitude
• Enjoy selling
• Be excited

2. Prospecting Success Strategies

• Prospecting
• What is prospecting
• What is a prospect
• A customer profile
• Building your customer profile
• Channel ratings
• Lead channels
• Decision making authority
• The decision maker
• The decision influencer
• Political influence
• Financial influence
• Technical influence

3. First Contact Success Strategies

• First contact
• Establishing buyer trust
• Building rapport
• Smile
• Handshake
• Use names
• Be sincere and friendly
• Using a trust substitute
• Common ground
• Compliment and affirm
• Professional greeting
• Professional image
• Be on time
• Body language and eye contact
• Attention grabbers

4. Qualification Success Strategies

• Qualifications
• Buying criteria
• Buying motive
• Qualification steps
• Discovery questions
• Close-ended questions
• Open-ended questions

5. Qualification Success Strategies

• Alternative questions
• Assessment questions
• Reward questions
• Effective listening

6. Presentation Success Strategies

• The presentation stage
• Delivering a prospect-specific presentation
• Prospect-specific information
• Buyer motives
• Personal attention
• Safety
• Financial
• Proof-of-success
• Product demonstration
• Success stories
• Customer testimonials
• Awards
• Feedback
• Keys to a powerful presentation
• Energy & passion
• Be positive
• Assume the sale
• Summarize
• Exercise

7. Successful Objection Resolution

• Strategies
• Resolving objections
• Create objection responses that reduce conflict
• Acknowledgement
• Identify
• Resolve
• Product/service
• Uncovering hidden objections
• Ready to close
• Ready to close but has a fear of buying

8. Successful Closing Strategies

• Closing stage
• The fear barrier
• Sellers fear
• Buyers fear
• Buying signal
• Verbal buying signals
• Non-verbal buying signals
• Direct close
• Minor point close
• Alternative/multiple choice close
• Action close
• Opportunity windows close
• Benefits close
• Trial product close
• Objection close
• What do you do if your prospect says no
• What do you do when a sale is lost

9. Wrap-up & Follow-up Strategies

• Wrap up and follow up
• Referrals
• Follow-up and repeat sales
• Strategies that create repeat sales

The Secret to Success

Short courses are an easy and effective way to upskill your people. This enables them to apply their new knowledge in your workplace immediately.