Essential Selling Skills Training: Tools and Techniques

 In a revenue-dependent business model, focus on sales is an absolute necessity. Sales are the foundation to an organization's profitability and its positive public image. In any organisation, the sales department plays a pivotal role in the success of the business. The unique and important role of sales is to bridge the gap between the potential customer’s needs and the products/services that the organisation offers that can fulfil their needs

This training is designed to benefit those who are new in sales role, as a refresher for existing salespeople, or for professionals who have been in sales for some time but have never received any formal training. Key sales concepts will be introduced and with a focus on the challenges faced in daily sales situations.  Participants with sales experience will also be reminded of skills that they know work but don’t do and recently developed sales techniques will also be discussed.

Day One

• The changing business environment
• The evolution of personal selling
• The new sales competencies
• Behaviours, characteristics and skills of a successful salesperson
• Personal selling profile (self-assessment instrument)
• Preparation and self-organization
• Targets from a sales perspective
• Personal management
• Time management for salespeople
• Understanding the psychology of selling

Day Two

• Mastering the sales process: from initiation to post-sales
• Prospecting and Qualification:
• The vital importance of prospecting
• Setting your ideal customer profile
• Understanding the sales funnel
• Pre-approach:
• How to conduct effective competitive analysis
• Neutralize or offsetting perceived competitor's advantages
• Working your company's strengths against competitors' weaknesses
• Presenting your Unique Selling Proposition (USP)
• Finding and sharing the Customer Value Proposition (CVP)
• Approach:
• Creating a positive first impression
• The art of breaking the ice
• Researching and simulating sales solutions   
• Presentation:
• The presentation mix
• The fundamentals of powerful sales presentations

Day Three

• Mastering the sales process: from initiation to post-sales (Cont)
• Handling objections:
• Reasons of customer objections
• Dealing with sales objections  
• Closing:
• Reading the buying signals
• Types of closing techniques
• Follow up and retention:
• Handling customer complaints
• Essentials of relationship management  
• Professional Behaviour with Customers
• The power of behaviour
• Principles of effective behaviour
• How to behave professionally with the customer
• Verbal and non-verbal components of communication styles