Sales Program A-Z

About the Workshop

This workshop is intended to develop the skills for those who work in sales or wish to establish a career in one.

It provides the most important principles and concepts, in addition to the latest strategies and effective methodologies, all to sharpen skills while enabling participants to make the most out of them.

Learning Objectives

At the end of this program, the trainee will be able to:

• Learn about successful sales strategies

• Clarify the behaviour of successful sales people

• Develop successful strategies for identifying potential clients

• Apply presentation, communication and persuasion skills in an easy manner

• Develop mechanisms to deal with objections and problems effectively and efficiently

• Develop effective innovative strategies to evaluate client requirements

• Self-evaluation in the presentation and delivery skills

• Devise practical mechanism to follow up with customers after-sales service

Target Audience

This workshop is recommended for people looking to specialize in sales, deal with clients and meet their needs, managers, supervisors, sales and marketing specialists, executives in sales.

Topics Covered

1. Introduction to Selling

a. Defining Selling

b. The Definition of a Seller

c. The Definition of a Buyer

d. Selling

e. Sales Requirements

f. Sales Strategies and Tactics

g. Attitude

h. Ways we sell

i. Person-to-Person

j. Telemarketing

k. Direct Mail

l. Email

m. Internet

n. Seminars & Conferences

o. The Selling Process – Strategies & Tactics

p. The Selling Process

q. Sales Stages

r. Product Knowledge

s. Develop a Positive Sales Attitude

t. Be Excited

2. Prospecting Success Strategies

a. Prospecting

b. What is prospecting?

c. What is a prospect?

d. A Customer Profile

e. Building your Customer Profile

f. Channel Ratings

g. Lead Channels

h. Decision Making Authority

i. The Decision Maker

j. The Decision Influencer

k. Political Influence

l. Financial Influence

m. Technical Influence

n. End-User

3. First Contact Success Strategies

a. First Contact

b. Establishing Buyer Trust

c. Building Rapport

d. Smile

e. Handshake

f. Let’s have some fun

g. Use Names

h. Let the Fun Continue

i. Be Sincere and Friendly

j. Using a Trust Substitute

k. Common Ground

l. Compliment and Affirm

m. Professional Greeting

n. Professional Image

o. Be on Time

p. Body Language and Eye Contact

q. Step 1 – Greeting

r. Step 2 – Introduction & Rapport

s. Attention Grabbers

4. Qualification Success Strategies

a. Qualification

b. The Qualification

c. Buying Criteria

d. Buying Motive

e. Qualification Steps

f. Discovery Questions

g. Discovery Questioning Styles

h. Close-Ended Questions

i. Open-Ended Questions

j. Alternative Questions

k. Assessment Questions

l. Reward Questions

m. Effective Listening

5. Presentation Success Strategies

a. The Presentation Stage

b. Delivering a Prospect-specific Presentation

c. Prospect-specific information

d. Buyer Motives

e. Personal Attention

f. Safety

g. Financial

h. Product Demonstration

i. Success Stories

j. Customer Testimonials

k. Keys to a Powerful Presentation

l. Energy & Passion

m. Be Positive

n. Assume the Sale

o. Summarize

6. Successful Objection Resolution

a. Strategies

b. Resolving Objections

c. Create Objection Responses that reduce Conflict

d. Acknowledge

e. Identify with

f. Resolve

g. Uncovering Hidden Objections

h. Hidden Objection

i. Ready to close

7. Successful Closing Strategies

a. Closing Stage

b. The Fear Barrier

c. Seller’s Fear

d. Buyer’s Fear

e. Buying Signals

f. Verbal Buying Signals

g. Non-Verbal Buying Signals

h. Strategies for closing the sale

i. Direct Close

j. Alternative/Multiple Choice Close

k. Action Close

l. Benefits Close

m. Trial Product Close

n. Objection Close

o. What do you do if your prospect says no

p. What do you do when a sale is lost?

8. Wrap-up & Follow-up Strategies

a. Wrap up & Follow up

b. Referrals

c. Follow up & Repeat Sales

d. Strategies that create repeat sales

Duration: 12 hours