The Training Focusses on 

• understand what is needed to have both the right skill set and mind set to sell.
• connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
• Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
• Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.

Professional Selling Skills

Duration: 2 Days

Delivery methods:

• • • • Self-discovery and critique
      • Group exploration and facilitator led discussions
      • Practical exercises
      • Best practice theory exploration

Overview:

This two-day extensive sales training program explores the right skill and mind sets for a professional sales person. Many sales people fall into the trap of talking too much. They can’t wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales. In this class, participants will learn essential sales skills, from controlling the conversation and asking the right questions to uncovering customer needs and adjusting the message accordingly.

At the core of this program is a more effective and more professional sales approach. This approach depends on asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realize the problem he hasn’t been paying attention to is now too big to ignore.

Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. Perhaps they use the strategy of making friends with customers. While this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus on dealing with buyers’ different personalities. Participants will learn how considering each buyer’s personality and modifying their selling style slightly to match each customer’s personality will help them close more sales.

Course objectives

By the end of this training course participants will be able to:

• Explain the right skill and mind set a professional sales person must possess.
• Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
• Use an effective sales questioning technique that will increase sales because participants uncover customer needs and maintain a positive customer experience.
• Explain the four major behavioral styles and personality types and how to sell to each buyer type.

Target audience:

All sales people