Over View

Every individual and in aggregate organization exists to sell something, whether for profit or not for profit; and the success of any organization is totally dependent on how much is being sold per time.

The dynamics of getting your offering known, gaining acceptance to the level of exchange and retaining the existing relationship is a continuous learning process irrespective of your present selling status. The “Sales Wall” is real; how you maneuver around it determine whether “you are selling or you are being  sold”. This training has been designed to meet your selling needs at any level. It is designed to be practical and hands-on with exercises and role plays, simulations, personality assessment, etc.

Value Proposition

At the end of this training participants will learn:

• Explain a sales process and the intricacies of every stage
• Deploy their individual selling styles to different types of buyers
• Identify the vital basics of Marketing and Selling that are easily overlooked, yet important for successful selling.
• Define their product professionally
• Move a potential customer from the stage of Lead Generation all through to closing the deal successfully
• Prepare for and Manage meetings to create a powerful brand
• Identify how to recognize target market
• Recognize the secrets of successful sales presentation
• Use different techniques to handle objections and eventually close the deals

Modules/Units

The Seller Personality Analysis

Module 1: Introduction to selling

• Difference between Sales and Marketing
• Sales Psychology

Module 2: Sellers Lane vs Buyers Street

• Types of Sellers and Types of Buyers
• The Buyer Seller Intersection

Module 3: Attitudes of a Successful Sales Personnel

Module 4: Product/Customer Awareness

• Defining and Defending your Product
• Identifying Services associated with your product
• Defining your target market

Module 5: Lead Generation and Prospecting

• Identification of Leads
• Lead Management System
• The dynamics of Prospecting
• Successful Prospecting

Module 6: Handling Sales Meetings and Presentation

• Achieving robust Impression from Meetings
• Delivering Effective Presentations

Module 7: Qualifying Customer’s need and Handling Objections

• Knowing the real needs of a customer
• Techniques for Handling Customer’s
• numerous Objections
• Closing the Sales

Module 8: Selling with Emotional Intelligence

Who can attend?

Sales people at any level, the facilitation will be deployed to fit the different levels of participants available

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