OVERVIEW
Selling is a fundamental skill in today’s progressively complicated market. Many new methods and techniques have been developed to prepare salespeople to face the new challenges of the market, however not all of them are successful in their approach.
This course contains many exercises, roleplays, and guidelines to help the delegates master the sales skills during the course and start applying their newly acquired knowledge to their professional lives straight away. Bite sized group exercises are also provided that focus on specific concepts. These are then followed by more comprehensive sales exercises that help the delegates to put a series of smaller skills into practice and learn how to approach sale events as a whole.
Psychology is one of the main components of this course. There is an emphasis on customer loyalty which is responsible for most sales and long-term profitability of any business. As a salesperson you need to take specific steps (relying heavily on many psychological aspects) to create a loyal customer that keeps coming back to you time and again.
By the end of this course the delegates will be able to:
- Sell using a structured framework and have the right mentality to maximise your conversion
- Take advantage of modern sales techniques by understanding the difference between the traditional and modern methods
- Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results
- Phrase your sentences efficiently when selling a product or an idea
- Sell by focusing on the customer using effective modern selling frameworks
- Use the power of the brain to optimise your sales activities
- Read and use body language effectively to enhance your communication skills
- Typically spans 3 days (9am to 5pm).
- Nonetheless, we can customize both the program’s duration and schedule to cater to unique client requirements (e.g., compact 1-day workshops or extended sessions beyond 3 days).
- Sales Representatives
- Sales Managers
- Sales Directors and Executives
- Marketing and Sales Support Teams
- Business Development Teams
- Account Managers
PROGRAM OUTLINE
- What are sales myths?
- What attitudes work best to make the most conversations?
- What is the relationship between sales and marketing?
- What makes people accept a salesperson’s offer?
- What are the historical approaches to selling?
- What steps should you follow explicitly to get results?
- How to close a deal with ease
- How to overcome objections
- How to produce a convincing presentation
- How to prepare for a sales activity and what should you pay attention to before attending a sales meeting to increase your chances of success
- How to be an ethical salesperson
- What are the historical sales strategies and how have they progressed through time?
- What formula works best?
- How to create a loyal customer by delivering a pitch directly targeted at them
- How to respond to a customer’s needs
- What are the best strategies to use in business-to-business sales activities?
- How to establish rapport and gain the trust of the customer
- What are the differences between modern and traditional sales techniques and how can you take advantage of these new trends?
- How does a successful salesperson cope with changes in modern trading?
- How does first impression work and how to take advantage of it?
- How to read the body language of a customer and use your own body language to emphasise key points
- How to improve your listening skills
- How to appear more confident
PROGRAM METHODOLOGY
- Hands-on Activities: Practical exercises to reinforce theoretical concepts.
- Group Discussions: Opportunities for peer-to-peer learning and exchange of ideas.
- Role Plays: Simulations of realistic situations to build practical skills.
- Feedback Sessions: Reviews and reflections to encourage improvement.
- Problem-solving Exercises: Develop critical thinking and decision-making skills.
- Experiential Learning: Learning by doing, promoting active involvement.
- Interactive Lectures: Engaging presentations by experts in the field.
- Case Studies: Real-world scenarios for learners to apply their knowledge.
- Quizzes & Tests: Regular assessments to track learning progress.
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