Professional Selling Skills

Key Learning

This two day extensive sales training programme will guide participants towards uncovering the mind-set a professional sales person should possess.

What You Will Learn
  • 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 to achieve targets.
  • Learn and practice an effective sales questioning technique that will increase sales by better understanding customer needs.
  • Understand the 4 major behavioural styles and personality types and how to sell to each buyer type.
Details
Course: Professional Selling Skills
Course Duration: Two Days
Location: Onsite at client location
Class Size: 8-20
Confidence, grace & style

Many sales professionals fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is, without first understanding the needs and desires of the customer. This is not usually the best approach.

From controlling conversations with customers to asking the right questions to uncover needs, this course will enhance ability to connect better with customers, overcome objections and close the sale confidently and effectively.

Topics Covered

Introduction to professional selling

  • Professional selling introduction
  • Professional selling skill set and mind set
  • The perfect sales person – Activity

The professional selling skill set

  • Controlling a conversation
  • Using the power of questions
  • The OPEN question selling technique
    (Operational, probing, effect and nail down questions)

FAB – Features, advantages, Benefits

  • The importance of listening
  • Features, advantages and benefits
  • Customer specific benefits
  • Identifying customer’s decision criteria

Handle objections and close the sale

  • Types of objections
  • The APAC objections handling model
  • Handling the most common objection “price”
  • Nine closing techniques

The professional selling mind set

  • The right state of mind to sell
  • The more “No’s” you get
  • Visualize your sale
  • Know what you’re selling inside out.

Buyer types and follow-up

  • Understanding the different behavioural styles and personality types
  • Find out your major behavioural style and personality type
  • Selling to different personality styles
  • After sales and follow-up

Course Enquiry

2017-09-01T14:28:37+00:00