Introduction to Sales

• What is required for the role of a professional salesperson?
• The buying process – recognizing six main stages of the buying process
• The importance of your personal sales mindset and the right attitude

Advanced Communication Skills to Increase Sales

• Overcoming Interpersonal Communication Barriers
• Active Listening and Questioning Skills Development
• Strategies to Improve Telephone Communication Effectiveness
• Silent Messages: Interpreting a Customer’s Body Language Gestures
• How your body language affects your image and sales results
• Improving your Business Writing Skills
• Storytelling – combining all into flawless stories

Progressive Skillset for Top Results

• Understanding emotional intelligence
• Developing confidence, authenticity, and likability
• Time management practices for salespeople
• Stress Management – Best techniques for top sales to manage stress
• Social Selling – Understanding your personal brand in sales
• Product Knowledge

New Business Development Planning, Preparation, and Execution

• Knowing and understanding your Target Customers
• Researching into a client, the global, market and customer spheres
• Setting Business Development SMART objectives
• Prospecting is a numbers game – Best Practices for finding new prospects
• Creating a prospecting Phone Script and Elevator Speech
• Mastering cold calls and cold emails – best practices
• The Art of Qualifying Prospects and prioritization
• Making Sales Appointments

Sales Presentation and Group Selling Skills

• Structuring your presentation effectively like a pro
• PowerPoint Presentation Tips and Techniques
• Overcoming stage fright when speaking in Public
• Techniques how to use your voice for maximum impact
• How to Customize a Sales Presentation to Individuals and Groups
• Avoiding the main deadly sins that put your audiences to sleep

Increasing Sales via Cross-Selling, Upselling, and Other Advanced Techniques

• Questioning techniques to identify customers’ needs
• When to upsell or cross-sell? Choosing the right approach
• Increasing the volume or value of your customer’s orders
• Selling across different cultures, code, and practices
• Dealing with ‘C Level’ selling – selling to the board

Competent Way of Handling Objections and Stalls

• Objection prevention
• Best successful objection handling sales techniques
  • Types of objections
  • Handling the most common objection “Price” and other
  • Handling objections model
  • Nine closing techniques
• Why customers get stalled and how to be prepared for it

Proposals & Sales Negotiations

• How does your proposal look from the customer’s standpoint?
• Proven strategies for minimizing lost and unnecessary proposals
• Understanding the reasons why people negotiate
• Applying various negotiation techniques for different situations

Dealing With Difficult Clients

• Problem clients and handling the effects of their action/inaction
• Different types of difficult buyers and how to deal with each type
• 5 things you must never do while handling a customer objection

Winning the Business

• Closing styles to suit your personality and clients buying style
• Overcoming any fear or asking for the business
• Dealing with delayed sales proposals
• Practical exercises to practice getting the sale with confidence
• Winning back lost business
• Relationship Building as a method to win more business
• Post-Sale Relationship Management