Professional Selling Skills

Course Overview
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.

This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.

Powerful sales questioning technique :

The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realise that the problem he has been chugging along with comfortably is now too big to ignore.

Selling to different personality types :

Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.
 
 
Course objectives:
By the end of this training course participants will be able to:

Understand what is needed to have both the right skill set and mind set to sell.
connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
Understand the 4 major behavioural styles and personality types and how to sell to each buyer type

Outline of topics

Introduction to professional selling:
 

 Professional selling introduction
 Professional selling skill set and mind set
 The perfect sales person – Activity
 
Module 1: The professional selling skill set
 

 Controlling a conversation
 Using the power of questions
The OPEN question selling technique
(Operational, probing, effect and nail down questions)
 
Module 2: Listen and know your FAB - Features, advantages, Benefits (Skill set)
 

 The importance of listening
 Features, advantages and benefits
 Customer specific benefits
 Identifying customer’s decision criteria
 
Module 3: Handle objections and close the sale
 

 Types of objections
The APAC objections handling model
 Handling the most common objection “price”
Nine closing techniques
 
Module 4 : The professional selling mind set
 

 The right state of mind to sell
The more “No’s” you get
 Visualise your sale
Know what you’re selling inside out.
 
Module 5 : Understanding buyer types and follow-up
 

 Understanding the different behavioral styles and personality types
 Find out your major behavioural style and personality type
 Selling to different personality styles
 After sales and follow-up