Description
Learning Outcome
At the end of the course, participants will be able to:
• Discover the psychology of selling and why your sales process matters
• Develop the acquired skills and key elements of a successful Sales Person
• Identify your unique selling points and compelling reasons for selling
• Recognise the art of understanding your customers’ needs
• Understand the difference between features, advantages and benefits and why selling benefits makes the difference
• Implement practical and persuasive selling techniques that produce results
• Explore ways to turn objections into opportunities
• Identify motivational techniques to inspire your sales journey
Course Content
The Fundamentals of Selling
• The psychology of selling
• The right selling attitude
• Discovering the fuel to drive your passion
• The key competencies of a dynamic sales person
• Cultural awareness – Know your clients
• Defining cold calling and prospecting
• The difference between prospecting on the telephone versus face-to-face prospecting
Powerful Sales Models
• Applying the AIDA process
• Defining your Unique Selling Points (USP)
• Your compelling reasons for selling
• Features, benefits and advantages (FAB) – Selling Advantages
• The power of asking the right questions using the SPIN Technique
The Fearless Sales Person
• Developing your sales pitch
• Building rapport with clients
• The difference between implied needs and explicit needs
• Identifying your clients explicit needs
Turning Objections into Opportunities
• Identifying the most common objectives
• Overcoming common objections
• Reading buying signals
• Closing the sale
