Sales Techniques Program for Sales Department

  • Duration: 20 hours

Sales Techniques Program for Sales Department

This program is designed for the sales department. It is a complete guide to mastering selling skills, sales strategies and sales techniques so that you can become a master sales person.

Course Objectives:

After the course, participants will learn how to:

  • Build rapport with the customer
  • Handle objections.
  • Close the sale
  • Manage their own emotions in a sales situation.
  • Find prospects to sell to
  • Read their prospects
  • Leverage their contacts so you can sell to the same prospects again and again.
  • Achieve targets
  • Communicate effectively with customers
  • Deal with difficult customers and situations (Deal with vulgarity)
  • Manage their time and priorities for more efficiency

Course Outline

  • The Mind of a Sales Person
  • Mastering Sales is Mastering Life Skills
  • The Three Pillars of Success
  • Personal Honesty
  • Diligence
  • Deferred Gratification
  • Emotional Intelligence
  • The Two Motivational Forces
  • Product Confidence
  • Getting Ready for Your customers
  • Know Your Product
  • Product Strengths and Weaknesses
  • Knowing Your Competition
  • Become the Expert
  • Pre-Suppositional Sales Defined
  • What is a Worldview
  • Why Pre-Suppositions are Important
  • Two Modes of Thinking
  • Logical Thinking
  • Emotional Thinking
  • The Dumb Dog
  • Rational or Emotional
  • When the Presuppositions Are Not Clear
  • Why People Buy
  • How We Make Buying Decisions
  • What Is A Buyer Persona?
  • The SMART Process
  • Controlling the Room
  • The Core of SMART
  • How Negative Emotion Controls Us
  • How We Take Control
  • The 5 Steps Of SMART
  • SMART In Action
  • The Power of Self Talk
  • Short Term Emotional Management
  • Prospecting the Three Rules
  • Qualifying Prospects
  • Identifying the Contacts Role
  • Dealing with The Gatekeeper
  • Dealing with Influencers
  • Dealing with Champions
  • Dealing with Decision Makers
  • Finding Prospects by Phone
  • Planning Your Phone Calls
  • Split Testing Your Scripts
  • Dealing with The Gatekeeper Script
  • Dealing with The Influencer Script
  • Dealing with The Champions Script
  • Dealing with Decision Makers Script
  • Other Call Support Material
  • Voicemail Techniques
  • Making strong relations with customers
  • Ten Rules of Friendliness Part 1
  • Ten Rules of Friendliness Part 2
  • Building Rapport
  • Personality Types
  • Meet the Blues
  • Meet the Reds
  • Meet the Greens
  • Meet the Yellows
  • Advanced Profiling
  • Closing The Sale
  • Understanding Closes
  • Understanding Buying Signals
  • Closing Questions
  • Setting your goal
  • Knowing your money maker
  • Applying Pareto Rule for Achieving Targets
  • The Biggest Source of Revenue
  • Understanding how to make lifetime customer
  • After Sales Care

Three Main Factors of Objections

  • Skepticism
  • Misunderstanding
  • Stalling


Seeing Objections as Opportunities

  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy


Getting to the Bottom

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies


Finding a Point of Agreement

  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale



Have the Client Answer Their Own Objection

  • Understand the Problem
  • Render It Unobjectionable


Deflating Objections

  • Bring up Common Objections First
  • The Inner Workings of Objections


Unvoiced Objections

  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light


Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember

The Big Picture

  • How Do We Communicate?
  • Other Factors in Communication


Understanding Communication Barriers

  • An Overview of Common Barriers
  • How to overcome the barriers
  • Language Barriers
  • Cultural Barriers
  • Differences in Time and Place


Para verbal Communication Skills

  • The Power of Pitch
  • The Truth about Tone
  • The Strength of Speed


Non-Verbal Communication

  • Understanding the Mehrabian Study
  • All About Body Language
  • Interpreting Gestures


Speaking Like a STAR

  • S = Situation
  • T = Task
  • A = Action
  • R = Result


Listening Skills

  • Seven Ways to Listen Better Today
  • Understanding Active Listening
  • Sending Good Signals to Others


Asking Good Questions

  • Open Questions
  • Closed Questions
  • Probing Questions


Advanced Communication Skill

  • Building Rapport
  • Understanding Precipitating Factors
  • Establishing Common Ground
  • Using “I” Messages
  • Developing Assertiveness
  • Knowing the 4 different personality types
  • Communicating the right way with the 4 different types

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