"A sale is not something you pursue, it is something that happens to you while you are immersed in serving your customer." –Unknown
Since the industrial revolution, the world has gone through a major development frenzy leading to the production of the vast number of products and services that we enjoy today. As the number of products, ideas and concepts have increased, so is the need to inform and convince others of their benefits and applications to personal and professional lives. Sales skills therefore have become a vital part of any successful business and organization. The sophisticated sales industry active today has introduced new selling philosophies and pioneered modern techniques and sales methodologies.
Whether you are directly involved in sales as a salesperson or the production of these products or services, knowing how to sell is an incredibly useful skill. This comprehensive course, introduces traditional (influence-based) and modern (facilitative and consultative based) selling techniques and prepares the delegates for a variety of sales environments from retail and customer facing selling to sophisticated business-to-business trade involving large projects.
Psychology is one of the main components of this course. There is an emphasis on customer loyalty which is responsible for most sales and long term profitability of any business. As a salesperson you need to take specific steps (relying heavily on many psychological aspects) to create a loyal customer that keeps coming back to you time and again.
Customized as desired
Sell using a structured framework and have the right mentality to maximise your conversion
Take advantage of modern sales techniques by understanding the difference between the traditional and modern methods
Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results
Phrase your sentences efficiently when selling a product or an idea
Sell by focusing on the customer using effective modern selling frameworks
Use the power of the brain to optimise your sales activities
Read and use body language effectively to enhance your communication skills
Selling is a fundamental skill in today’s progressively complicated market. Many new methods and techniques have been developed to prepare salespeople in facing the new challenges of the market, however not all of them are successful in their approach.
The materials in this course have been developed based on the understanding that no single method can be the only solution and that a portfolio of solutions dedicated to different environments is needed.
This course contains many exercises, role-plays, and guidelines to help the delegates master the sales skills during the course and start applying their newly acquired knowledge to their professional lives straight away. Bite sized group exercises are also provided that focus on specific concepts. These are then followed by more comprehensive sales exercises that help the delegates to put a series of smaller skills into practice and learn how to approach sale events as a whole.
Some exercises are extended and repeated at different stages of the course so that participants can review and improve their responses based on feedback they have received already and have another chance to go through the exercise again.