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EFFECTIVE SELLING SKILLS
This two (2) day workshop allows sales professionals to develop and enhance their sales skills with the intent of improving their prospecting and closing ratios.
They will also build their appreciation for the earliest profession on earth – SALES!

At the end of this workshop, participants will be able to:
o Understand the importance of expanding your client base through effective selling and prospecting.
o Learn how to use a prospecting system to make you more successful.
o Identify target markets and target companies with the 80/20 rule in mind.
o Develop, refine, and execute the art of cold calling
o Uncover the needs of your customers.
o Look out for objections and plan ahead to handle them effectively.
o Recognize when your customer is ready to buy.

COURSE OVERVIEW

SELLING AWARENESS – THE MOST IMPORTANT PROFESSION ON EARTH
 My definition of selling
 Crafting my unique value
 Seven sins of selling

 10 Laws of relationship selling

GENERATING LEADS AND PROSPECTING
 Lead generation
 Why is prospecting important?
 Warming up cold calls
 A cure for call reluctance
 Telephone prospecting framework

QUALIFYING THE CUSTOMER
 Active listening and building rapport
 Probing
 Establishing needs and wants
 Understanding how needs differ among customers

EFFECTIVE PRODUCT DEMONSTRATIONS
 Understanding customer behaviour
 Building trust and defining business value

 Selling benefits over features
 Creating excitement & desire for your product or service

HANDLING OBJECTIONS
 Anticipating and preparing for objections
 Overcoming objections
 Selling sins that lead to objections

CLOSING THE SALE
 Recognizing buying signals
 Closing techniques
 Reassuring the customer after purchase
 Adding on

 

NEXT AVAILABLE SESSION:
July 30th – 31st, 2019
9:00 am – 4:00 pm
$1895 + VAT

Register here: