COURSE SUMMARY
It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence. This workshop will help you learn how to be one of those smart sales professionals!
WHAT STUDENTS LEARN
- How to explain and apply concepts of customer focused selling
- How to use goal-setting techniques as a way to focus on what they want to accomplish and develop strategies for getting there
- How to apply success techniques to get the most out of work
- Productivity techniques to maximise their use of time.
- Ways to find new clients and network effectively
WHAT TOPICS ARE COVERED
- Selling skills
- The sales cycle
- Framing success
- Setting goals with SPIRIT
- The path to efficiency
- Customer service
- Selling more
- Ten major mistakes
- Finding new clients
- Selling price
COURSE OUTLINE
Selling Skills
To begin, participants will explore consultative selling and the efforts-result matrix. Participants will also discuss how to build trust and credibility with their clients.
The Sales Cycle
During this session, participants will look at the steps of the basic sales cycle: initiate, build, manage, and optimise.
Framing Success
In this session, participants will learn about the power of the mind and how to use that to build a professional, confident image.
Setting Goals with SPIRIT!
Next, participants will use the SPIRIT acronym to create positive, achievable goals.
The Path to Efficiency
During this session, participants will share their time management tips, and we will offer some ways of maximising your time.
Customer Service
This session will look at the four needs of customers and how we can use them to sell smarter.
Selling More
Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
Ten Major Mistakes
This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.
Finding New Clients
During this session, participants will discuss how to find new clients and how to network.
Selling Price
To wrap up the day, participants will look at the advantages and disadvantages of selling price.
Workshop Wrap-Up
Students will have an opportunity to ask questions and fill out an action plan.
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