Broadly defined, today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favourably to an idea that will result in mutual satisfaction for both the buyer and the seller. Be like a dolphin and soar into the waves of success.
This workshop will help you develop those skills, enabling you to sell smarter.
Course Outline:
SECTION 1: Essential Selling Skills
- Selling Skills
- The Power of the Mind
- Professionalism
- The Expectancy Theory
SECTION 2: What is Selling
- Setting Goals
- Time Management
SECTION 3: Features and Benefits
SECTION 4: Critical Communication Skills
- Listening for Accuracy
- Powerful Questions
- Non Verbal Messages
SECTION 5: Customer Service
- Customer Connections
- Building Relationships
- Trust and Credibility
- The Johari Windows
- Customer Service Complaints
SECTION 6: Types of Selling
- The Three Types
- Our Values
SECTION 7: Ten Major Mistakes
SECTION 8: Handling Objections
- Overcoming Objections
- Handling Other Objections
SECTION 9: Buying Signals and Closing the Sale
- Buying Signals
- Closing Techniques
- Top Fifteen Activities That Make You Successful at Closing the Sale
SECTION 10: Finding New Clients
- Where to find them
- Networking Tips
- The Handshake
- Small talk
- Handling the Mingling