Sales Professional
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Sales Professional Course
Introduction:
Mastering sales, negotiation, and presentation skills is crucial for personal and organizational success. This interactive program, inspired by classical learning, psycho-linguistic research, NLP, and Emotional Intelligence, empowers participants to understand and apply the essential principles and techniques for effective sales, negotiation, and presentations. The focus is on practical application in the workplace, fostering continuous learning. Join us to unlock your potential!
Course Objectives:
By the end of the program, participants will be able to:
- Integrate consultative and value-added selling into their professional practices.
- Understand the process and psychology of the sales cycle.
- Synchronize their selling cycle to the buying cycle of the customer.
- Manage the value of their customers.
- Communicate clearly and effectively both on a one-to-one basis and in group situations such as meetings
- Build rapport and interpersonal relationships and develop their influencing skills
- Resolve conflicts and differences through effective, creative, and mutually satisfactory negotiation leading where possible to win-win solutions
- Maximize deal benefits in commercial negotiations
- Make formal presentations to small and large groups with clarity and persuasiveness
- Handle audience questions effectively and with integrity
- Get support for new ideas and change initiatives
Who Should Attend?
Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person.
Course Outlines:
The Changing Business Environment
- Turbulent Times for Companies
- Evolution of Personal Selling
- Are We Selling Something or Helping the Customer Buy?
- Personal Selling Profile
Negotiating Skills
- Negotiating Exercise 1
- Preparation, planning objectives, and positions
- Exploring deal variables and win-win opportunities
- Structuring a negotiation
- Bidding, bargaining, proposing, and closing
- Creative negotiating - ‘thinking outside of the box’
- Negotiation Exercise 2
Preparation and Self Organization
- Personal Management
- Impact of Your Appearance
- Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude, and Techniques)
Creating Rapport through Communication
- Purpose of Communication
- Elements of Communication with Others
- Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
- Service Beliefs and Philosophy
- Basic Attributes of a Positive Attitude
- Value of Your Customer and How You Manage It
- Causes of Customer Attrition
- How to Respond to Different Buyers and Different Personalities
Presentation Skills 3/Communication and Influencing Skills
- Presentation Skills Exercise 2 (Part 3 - presentations and feedback) cont'd
- Presenting as a team
- Introducing change and getting support - influencing skills and managing the ‘politics’
- Program review and action points
The Sales Meeting
- Functions of the Sales Presentation
- Professional Skills
- The ASAP Formula (Art, Science, Agility, Performance)
- The 7-Step Sales Process
- Overcoming Objections Which Comprise 6 Major Factors:
- Need
- Features
- Company
- Price
- Time
- Competition
- Closing Techniques