- Duration: 20 hours
Categories: Soft Skills
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