Professional Selling Skills
Overview:
This extensive sales training program explores the right skill and mindsets for a professional salesperson. Many salespeople fall into the trap of talking too much. They can't wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales. In this class, participants will learn essential sales skills, from controlling the conversation and asking the right questions to uncover customer needs and adjusting the message accordingly.
At the core of this program is a more effective and professional sales approach. This approach depends on asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realize the problem he hasn’t been paying attention to is now too big to ignore.
Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. Perhaps they use the strategy of making friends with customers. While this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus on dealing with buyers’ different personalities. Participants will learn how considering each buyer’s personality and modifying their selling style slightly to match each customer’s personality will help those close more sales.
Course objectives
By the end of this training course participants will be able to:
- Explain the right skill and mindset a professional salesperson must possess.
- Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
- Use an effective sales questioning technique that will increase sales because participants uncover customer needs and
maintain a positive customer experience.
- Explain the four major behavioral styles and personality types and how to sell to each buyer type.
Delivery methods:
- Self-discovery and critique
- Exploration and facilitator-led discussions
- Activities-based learning
- Practical exercises
- Best practice theory exploration
Target audience:
All salespeople or anyone who wishes to enhance his sales skills and techniques.
Topics to be covered
Module 1
- What is professional selling?
- The professional selling skill set and mindset
- Activity: The perfect salesperson
Module 2
- Controlling a conversation
- Using the power of questions
- The OPEN question selling technique
Module 3
- The importance of listening
- Features, advantages, and benefits
- FTB Sales Technique
Module 4
- Types of objections
- Handling objections model (APAC)
- Handling the most common objection: price
- Nine closing techniques
- Cross-selling and up-selling
Module 5
- The right state of mind to sell
- The more "No's" you get
- Visualize your sale
- Know what you are selling inside and out
Module 6
- Personality styles
- What is your personality style
- Selling to different buyer types
- After the sale and follow-up
AT THE END OF THE PROGRAM YOU WILL BENEFIT FROM THE FOLLOWING
- Explain the right skill and mindset a professional salesperson must possess.
- Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
- Use an effective sales questioning technique that will increase sales because participants uncover customer needs and maintain a positive customer experience.
- Explain the four major behavioral styles and personality types and how to sell to each buyer type.
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