High Impact Selling Skills

Introduction

This intensive training teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professional. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

Course Objectives

Upon completion of this program, participants should be able to:

• Close the sale with minimum effort and maximum results in revenue and profitability
• Create a loyal relationship between the customer and your company's brand and what it represents
• Maximize the effectiveness of every customer interaction
• Sell almost anything to almost anyone, every time
• Use various selling strategies to develop winning solutions for your customers

Key Content

Module 1: Overview

• What is selling
• Getting from selling to buying
• Frameworks and acronyms in sales terminology
• Habits of a successful sales professional

Module 2: Engagement Rules

• Building credibility
• The 4 customer behavioral styles
• Identifying your personal style
• Developing your style towards effective selling

Module 3: Being Effective in Customer Centered Selling

• Applying learning in selling to different buyers
• What customers say and do and what is important to them
• What we do of when selling to different buyers
• What we avoid doing when selling to different buyers

Module 4: The Selling Process

• Identifying types of selling
• Basic selling
• Consultative selling
• Introduction to selling process
• The 4 stage selling model

Module 5: Prospecting

• Definition of prospecting
• Prospecting methods
• Qualifying the prospect using MAN
• The 3 Go/ No Go filters
• Methods of approaching the call

Module 6: Presenting

• Content prioritization
• The 3 Art Structure Model
• OPENINGS
• The 3Vs in presentation
• Closing to close the sales

Module 7: Objection Handling

• Hidden objections
• Stalling objections
• No need objections
• Money objections
• Product objections
• Source objections

Module 8: Closing the Sales

• The ABCs of closing
• Buying signals
• 10 closing techniques
• Agree the agreement
• What's next after the close?