Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
In-House Training
Excellence in Training
MS05E
Essential Selling Skills
Crucial sales skills and behaviors for high-achievers
Overview
Primary Objectives & Benefits This workshop will help participants to:
Succeeding in sales is both a science and an art. High achievers study, learn and practice constantly to develop their skills. This program provides a ‘deep dive’ into fundamental, intermediate and advanced techniques, skills
and behaviors and includes focus on the prospect, the customer and the client and how we can optimize our engagement with them.
1. Benefit from increased confidence, motivation and understanding of the prospect, customer or client. 2. Communicate confidently both on the telephone and face to face. 3. Develop models, techniques, tools and skills which will sell for you.
4. Build strong, loyal and trusting relationships with prospects and clients. 5. Become an expert in the skills of proactive questioning and listening.
Who Should Attend? This course is ideal for anyone in sales, from individuals new to sales, including new graduate team members, to experienced sales people.
6. Learn how to present a solution which naturally leads to ‘closing the business’. 7. Handle questions, queries and objections with skill, respect and integrity. 8. Adapt selling style and approach to suit every customer. 9. Close more sales than ever before and develop selfcritique methods to ensure constant learning and development.
Excellence in Training
MS05E
Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
Essential Selling Skills
Crucial sales skills and behaviors for high-achievers Module 1 – Commencing The Sales Journey
Module 2 - Creating A Strong Selling Platform
Program overview and introduction Making it relevant Your success stories, your challenges A SWOT & TOWS analysis Moments of Truth Analysis
Module 3 - Positioning, Objectives, Agenda
Module 4 - Getting Our House In Order
The “tell, tell, tell” approach to positioning The “I have no idea” approach Reverse psychology The real reason we set objectives
Module 5 - The Psychology Of Selling
INK Psychology - why people buy things Finding and working with buying triggers Kolb learning styles, their relevance in sales Convincer patterns - we all have them
Refreshing our “helicopter view” The power of structure, discipline, attention Stacking up and prioritizing Spinning all the plates
Strengths Deployment Inventory Social styles Meta-programs - our filters on the world VAKOG preferences Matching, mirroring and conflicting
Module 8 - Presenting Solution, Opportunity
Module 9 - Questions, Queries, Objections
Words, voice, body, language, style, habits Image, presentation, impact, personal brand Thoughts from the other side The power of positive intentions Making sure the “trust alarm” doesn’t sound
Module 6 - Personality And Character Types
Module 7 - The Building Blocks We Need
Before engaging with our prospect Creating an excellent first impression Establishing and building rapport Sincerity, sincere curiosity, sincere empathy, The conversation pyramid
Preparation for the sales presentation Knowing the customer, the competition, Knowing the SWOT / TOWS / PESTEL The amazing NFAB / NABF presentation technique!
Module 10 - Closing The Sale
What an objection is The Life changing APPAC Structured approach to handling objections The “emptying” concept The “isolation” concept The “trial close” concept
Revisiting Moments of Truth Analysis Reverse Engineering analysis The use of summary skills in closing the deal The words we can use to ask for the business Primary, secondary and ternary objectives Contracting - signposting the way forward
Program Highlight Duration: 5 days Date: To be Agreed with the Client Organization
Timing: 8:30 am to 2:30 pm daily Venue: Suitable & fully equipped venue (to be provided by
Customer)
Language: English Material: Participants will be provided with high quality handouts Certificates: Certificates of Completion shall be provided to participants upon successful attendance of the training program Fees: Inclusive of facilitator’s fees, materials and certificates