Sales

Audience.
Anyone who works within companies and sales positions will benefit from this course which is used to instruct leaders and teams on how to improve their sales skills.

Overview
The Sales Training Course is designed to provide participants with the knowledge, skills, and techniques required to excel in the field of sales. This comprehensive program covers a wide range of topics essential for successful selling, including prospecting, lead generation, effective communication, objection handling, negotiation, and closing techniques. Participants learn how to identify customer needs, tailor their sales approach to different buying personas, and build strong relationships with clients. Additionally, the course may cover topics such as sales strategies, product knowledge, sales psychology, and sales technology tools. Through interactive workshops, role-playing exercises, and real-world simulations, participants have the opportunity to practice and refine their sales skills in a supportive learning environment. Ultimately, the course aims to empower participants to achieve their sales targets, exceed customer expectations, and drive revenue growth for their organizations.

Topics Covered.

1. Selling
   • Selling professional services.
   • Why people don’t buy.
2. The selling equation
   • The selling equation: Activity x Skill x Attitude = Results
3. First impressions
   • Managing first impressions.
   • How to influence buying decisions.
4. Stages of a sales call
   • The stages of the sales call – (opening, presentation, closing, and departure).
   • AIDA Formula.
   • The role of presentation skills.
   • Believability.
5. Communication skills
   • Getting information.
   • Questioning skills.
   • Powerful words for questions.
   • The pitfalls in questioning
   • Listening skills.
   • Active listening skills.
6. Client expectations
   • How to best manage client expectations.
7. Documents
   • The client record card.
   • How to craft a proposal.
   • Buying signals and the role of price.
8. How to close the sale
   • Effective closing techniques.
   • The critical role of non-verbal communication.
   • The use of eye contact, personal space, and how not to lose a sale.

Learning Outcomes.
• Examine the main obstacles that can block sales.
• Understand the nature of selling viewed as a process.
• Understand a range of sales training techniques.
• Explore techniques to build an effective sales process.
• Understand how to deliver better sales results.