LEARNING OUTCOMES:

• Explain and apply concepts of customer focused selling.
• Use Goal-Setting Techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
• Understanding the key principles of Effective Selling and how to apply them in practice
• Apply success techniques to get the most out of your work.
• Understand productivity techniques to maximize your use of time.
• Identify ways to find new clients and network effectively.
• Developing a deep understanding of customer needs and wants, and being able to tailor sales pitch accordingly.
• Building relationships with customers and developing trust.
• Handling objections and being able to overcome obstacles during the sales process.
• Body Language: reading body language as a sales tool
• Understanding what signals you are sending, as well as being able to read the signals that your clients send
• Closing sales and negotiating deals.

COURSE OVERVIEW & CONTENT:

“The key to selling is not just telling people what they need, but showing them how it will benefit them.”

Selling Skills are the abilities and techniques that help sales professionals effectively communicate the value of a product or service to potential customers, and ultimately close a sale. It’s a combination of art and science, where the art of persuasion, communication, and building relationships meet the science of understanding consumer behavior and motivations. A good salesperson is able to listen actively, ask the right questions, and understand the customer’s needs and pain points. They are able to present the product or service in a way that highlights its benefits and addresses any concerns the customer may have. They are also able to build trust and establish a relationship with the customer. To be successful in sales, you need to be adaptable, resilient, and have the ability to handle rejection. With the right set of selling skills, you can turn a potential customer into a loyal one and grow your business.

Introduction to Selling Skills

• Overview of the Course
• The Importance of Selling Skills in Today’s Business Environment

Selling Skills

• Essential Skills
• Consultative Selling
  • The Efforts-Result Matrix
• Customer Focused Selling
  • How to Build Trust and Credibility With the Clients

The Sales Cycle

• The Steps of the Basic Sales Cycle:
  • Initiate
  • Build
  • Manage
  • Optimize

Framing Success

• The Power of Your Mind
• Professionalism
• How to Build a Professional, Confident Image

Setting Goals with SPIRIT!

• The SPIRIT Acronym To Create Positive, Achievable Goals

The Path to Efficiency

• Time Management Tips
• Ways of Maximizing Time
• Prioritizing Tasks
• Maximizing Productivity and Sales Results

Customer Service

• Identifying and Understanding Customer Needs
  • The Four Needs of Customers and How We Can Use Them To Sell Smarter
• Techniques for Identifying Customer Needs, Wants, and Pain Points
• Tailoring Sales Pitches Accordingly

Building and Maintaining Customer Relationships

• Strategies for Building and Maintaining Strong Relationships with Customers
  • Effective Communication
  • Active Listening
  • Rapport-Building Techniques

Communicating Effectively

• Techniques For Effective Communication
• Presenting Products or Services in a Clear, Compelling, and Professional Manner

Selling More

• Enhancing Your Sales
  • The Three Types of Selling
• Our Values
  • The Importance of Perceived Value
• Debrief

Ten Major Mistakes

• The Ten Biggest Mistakes Salespeople Make
• Brainstorm Ways to Avoid or Rectify These Mistakes

Finding New Clients

• Finding New Clients
• Networking

Selling Price

• The Advantages and Disadvantages of Selling Price

Handling Objections and Overcoming Obstacles

• Strategies for Handling Objections
• Overcoming Obstacles in the Sales Process

Body Language

• What Body Language Means
• Looking Into Ourselves
  • Brainstorm Body Language That Can Be Related to Trust and Likeability

Give Me Some Space!

• The Concept of Personal Space
• What Distance is Appropriate for Professional Discussions

What’s Your Face Saying?

• Your Face is the Base
• The Eyes Have It

What’s Your Body Saying?

• the meaning of gestures
• Speaking with your Hands
  • How to Use Hands to Emphasize What We Say
• Getting a Leg Up
• Tools of the Trade

Mirroring and Leading

• Creating Relationships
• Matching and Mirroring
• Pacing and Leading

Monitoring Your Posture

• Good Posture Sends a Likeability Signal and a Confident Message
• The Road to Good Posture

Dressing Up

• Why Dress is So Important
•  How to Use Wardrobe to Send a Positive, Professional Message

Shaking Hands

• Developing A Professional Handshake
• The Factors of a Good Handshake
• Offer Alternatives for When a Handshake is Not Appropriate

How Are You Doing?

• Role Play a Sales Scenario
  •  Use Body Language to Make a Specific Impression

Closing Sales and Negotiating Deals

• Understanding the Art of Negotiation
• Building Trust and Rapport
• Closing Techniques
  • Techniques for Closing Sales
• Negotiating Deals Effectively
• Handling Difficult Customers
• Resolving Conflicts

Practical Application

• Practicing and Applying The Learned Skills
  • Role-Playing
  • Case Studies
  • Exercises