SALES TRAINING PROGRAMME
"Mastering the Art of Selling"
Sales are part of our lives and our daily routines, as they are involved in a multitude of professions and job positions. Those working as salespeople, executives, service employees, and freelancers interact with customers daily, building relationships and conducting transactions, so whether directly or indirectly, they are involved in sales.
On the other hand, sales are not taught in schools. Additionally, many believe that sales ability is a matter of talent. While this is true to some extent (being social and communicative helps), in reality, professional selling is an "algorithm"—a set of steps, techniques, and skills that, if learned and practiced, can greatly enhance one's results.
On the other hand, sales are not taught in schools. Additionally, many believe that sales ability is a matter of talent. While this is true to some extent (being social and communicative helps), in reality, professional selling is an "algorithm"—a set of steps, techniques, and skills that, if learned and practiced, can greatly enhance one's results.
In this programme, we provide you with all the knowledge, techniques, and tools you need to enhance your sales performance. It is designed for companies looking to train their staff, as well as for individuals who want to expand their knowledge and advance their careers.
To date, our programme has been attended by a large number of salespeople, sales executives and professionals: retail/store sales clerks, wholesale and B2B sales reps., engineers/technical sales consultants, pharmacy sales reps., medical representatives, and service consultants.
Mastering the Art of Selling
Contents / Topics
✴️ 1- UNDERSTANDING SALES
Definition of sales. The 3 pillars of a sale (transaction, relationship, "idea"). What are you really selling? - Needs you meet with your product or service. The multiple roles of the salesperson (expert, caretaker, motivator).
✴️ 2- CUSTOMER APPROACH & DIAGNOSIS
How to approach a new customer. "Breaking the ice" and creating a positive atmosphere. Diagnostic questions to decode the needs, shortcomings, and desires of your customers. Criteria for evaluating customer potential.
✴️ 3- PERSUASIVE SPEAKING
Structuring your arguments, using powerful words and phrases to present your products or services convincingly and spark interest. The importance of your voice (tone, volume) and your attitude.
✴️ 4- HANDLING OBJECTIONS
Common customer objections ("-I need to think about it", "-it's too expensive", "-I want to discuss it with my...") and preparing responses. The "yes" agreement scale and the "feel-felt-found" technique.
✴️ 5- CLOSING THE SALE
When to seek the close. Techniques for closing the sale (assumptive, alternative choice, scarcity, direct close). Tactics for increasing average order size (up/cross-selling). The importance of follow-up.
✴️ 6- THE PSYCHOLOGY OF SUCCESS
How to develop a positive mindset in sales, handle failure, and move forward dynamically. How to exude confidence (verbally and through body language).
Definition of sales. The 3 pillars of a sale (transaction, relationship, "idea"). What are you really selling? - Needs you meet with your product or service. The multiple roles of the salesperson (expert, caretaker, motivator).
✴️ 2- CUSTOMER APPROACH & DIAGNOSIS
How to approach a new customer. "Breaking the ice" and creating a positive atmosphere. Diagnostic questions to decode the needs, shortcomings, and desires of your customers. Criteria for evaluating customer potential.
✴️ 3- PERSUASIVE SPEAKING
Structuring your arguments, using powerful words and phrases to present your products or services convincingly and spark interest. The importance of your voice (tone, volume) and your attitude.
✴️ 4- HANDLING OBJECTIONS
Common customer objections ("-I need to think about it", "-it's too expensive", "-I want to discuss it with my...") and preparing responses. The "yes" agreement scale and the "feel-felt-found" technique.
✴️ 5- CLOSING THE SALE
When to seek the close. Techniques for closing the sale (assumptive, alternative choice, scarcity, direct close). Tactics for increasing average order size (up/cross-selling). The importance of follow-up.
✴️ 6- THE PSYCHOLOGY OF SUCCESS
How to develop a positive mindset in sales, handle failure, and move forward dynamically. How to exude confidence (verbally and through body language).
Ask for a Free Sales Skills Assessment Questionnaire!
The programme consists of 6 training sessions/classes, each lasting 1.5 hours. It includes theoretical instruction, application questions and exercises, case studies, and role-playing. Participants will also receive a manual with comprehensive, detailed notes.