Selling Skills Fast Track

MODULE 1: Introduction and Course Overview

MODULE 2: The Sales Process

Learning outcomes: Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.

Topics covered:

• The Four Steps of a Sale
• How the Sales Cycle Works

MODULE 3: The Fear Factor in Sales

Learning outcomes: Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.

Topics covered:

• Defining the Fear Factor
• The Myth of the Fear Factor
• Overcoming the Fear Factor

MODULE 4: Attributes of a Good Sales PersonLearning outcomes: Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.

Topics covered:

• Core Attributes You Need to Succeed

MODULE 5: Core Selling Skills

Learning outcomes: Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.

Topics covered:

• Communications Skills in Sales
• Questioning Skills
• Listening Skills
• Getting Organised for Sales

MODULE 6: People Buy From People

Learning outcomes: Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.

Topics covered:

• The Rules of Likeability
• The Importance of Empathy
• Preparing to Influence Others

MODULE 7: Questioning Skills for Sales

Learning outcomes: Learn how to control the process of conversation. Develop the tools for effective understanding and get the information you want first time.

Topics covered:

• What Information Do We Need?
• Types of Questions
• Closed Questions
• Open Questions
• Leading (Assumptive) Questions
• Summary Questions
• Probing (Excavating) Questions
• Reflective (Mirroring) Questions
• Exercise: Questioning Practice
• Powerful Words for Questions
• Types of Question to Avoid
• The Funnel Technique
• The Inverted Funnel Technique

MODULE 8: Listening Skills for Sales

Learning outcomes: Why do we listen badly? Rate your ability to listen and learn the processes for active listening and discover how to understand others.

Topics covered:

• Benefits of Good Listening
• Why We Listen Badly!
• Exercise: How Do You Rate Your Listening Ability?
• Active Listening
• Listeners Control Conversations!

MODULE 9: Maximising Productivity in a Sales Role

Learning outcomes: Discover the difference between an Influencer and a decision maker and get to the heart of the sale by talking to the right person.

Topics covered:

• Deflective Tactics -- Time Wasters
• Six Habits of Successful Sales People
• Talking to the Right People

MODULE 10: Building Profitable Relationships

Learning outcomes: Learn how identifying the right people and dealing with them professionally will pay off with long term profiable relationships

Topics covered:

• Identifying Key Individuals
• Prospecting
• Influencers and Decision Makers
• Talking to the Right Key Individuals
• Making that Good First Impression
• How to Win Friends and Influence People
• Dale Carnegies Six Principles of Relationship
• Whats In It For Me? (WIIFM)
• Honesty and Integrity