Time & Location
About the Event
Duration: 2 Days
- Self-discovery and assessment
- Group exploration and facilitator led discussions
- Practical exercises
- Best practice theory exploration
This two-day extensive sales training program explores the right skill and mind sets for a professional sales person. Many sales people fall into the trap of talking too much. They can't wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales. In this class, participants will learn essential sales skills, from controlling the conversation and asking the right questions to uncovering customer needs and adjusting the message accordingly.
At the core of this program is a more effective and more professional sales approach. This approach depends on asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realize the problem he hasn’t been paying attention to is now too big to ignore.
Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. Perhaps they use the strategy of making friends with customers. While this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus on dealing with buyers’ different personalities. Participants will learn how considering each buyer’s personality and modifying their selling style slightly to match each customer’s personality will help them close more sales.
By the end of this training course participants will be able to:
Explain the right skill and mind set a professional sales person must possess.
Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
Use an effective sales questioning technique that will increase sales because participants uncover customer needs and maintain a positive customer experience.
Explain the four major behavioral styles and personality types and how to sell to each buyer type.
All sales people
Introduction to professional selling
What is professional selling?
The professional selling skill set and mind set
Activity: The perfect sales person
Module 1: The professional selling skill set
Controlling a conversation
Using the power of questions
The OPEN question selling technique
Module 2: Listen and know your FAB (skill set)
The importance of listening
Features, advantages, and benefits
FTB Sales Technique
Module 3: Handle objections and close the sale (skill set)
Types of objections
Handling objections model (APAC)
Handling the most common objection: price
Nine closing techniques
Cross-selling and up-selling
Module 4: The professional selling mind set
The right state of mind to sell
The more "No's" you get
Visualize your sale
Know what you are selling inside and out
Module 5: Understanding buyer types and follow-up
What is your personality style
Selling to different buyer types
After the sale and follow-up
Competitive review game
- SELL DIFFERENT$280+$7 Service fee$280+$7 Service fee0$0