Introduction
Companies of all sizes rely on skilled, motivated, and knowledgeable salespeople to expand their customer base and increase revenue. This course provides delegates with the knowledge and confidence needed to overcome objections, close more sales, and generate new business opportunities.
Face-to-face communication skills, persuasion techniques, and negotiation strategies are emphasized, along with best practices for identifying and developing key accounts. Delegates will learn how to quickly build trust and rapport with customers and prospects using advanced interpersonal skills.
Course Highlights
- Plan, manage, and control the sales process for maximum effectiveness
- Diagnose and resolve problems blocking new business opportunities
- Successfully resolve customer objections and close sales
- Use proven negotiation and persuasion techniques
- Maximize social media selling strategies to increase revenue
Course Objectives
- Describe effective strategies for developing new business opportunities
- Apply social media marketing best practices to increase sales
- Use visual communication to build trust and rapport face-to-face or by phone
- Design a multimedia sales presentation
- Overcome objections and close the sale
- Customize presentations to match the four customer “buying styles”
Course Methodology
This course encourages active participation through lectures, discussions, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills.
Organizational Impact
- Increased sales revenue growth
- Greater market penetration and brand awareness
- Improved customer service
- Stronger company-wide sales culture
- Higher sales team morale
- Lower turnover in sales departments
Personal Impact
- Greater job satisfaction
- Improved communication and negotiation skills
- Enhanced job performance
- Opportunity for career advancement
- Improved time management abilities
- Higher earning potential
Target Audience
This course is ideal for anyone who wants to expand their expertise in professional sales techniques. No previous sales experience is required.
Suitable for:
- Corporate Sales Trainers
- Sales Territory Account Representatives
- Sales & Marketing Managers
- Field Service Representatives
- Business Development Managers
- Sales & Marketing Support Team Members
Course Outlines
DAY 1 – Advanced Communication Skills to Increase Sales
- How to make an excellent first impression
- Overcoming communication barriers
- Active listening and questioning skills
- Enhancing telephone communication effectiveness
- Interpreting customer body language
- How to determine a customer’s “buying style”
DAY 2 – Delivering Dynamic Face-to-Face Sales Presentations
- Top reasons why customers don’t buy
- How to build trust and rapport with any customer
- Principles of persuasion
- Customizing presentations for individuals and groups
- PowerPoint presentation tips and techniques
- Negotiation strategies to overcome objections and close the sale
DAY 3 – Managing Emotions in Sales
- Understanding emotional intelligence
- The power of likability
- Improving “money talk” skills
- Developing confidence, authenticity, and likability
- Handling reactions under stress and conflict
- Top techniques for managing stress in sales
- Setting expectations in consultative selling
- Emotional management in negotiations
DAY 4 – Going the Extra Mile to Enhance Customer Service
- Cornerstones of superior customer service
- Understanding customer expectations
- Using customer service to increase sales
- Creating customer service touchpoints
- Measuring customer satisfaction
- Service recovery strategies and techniques
DAY 5 – New Business Development: Planning, Preparation & Execution
- Prospecting as a numbers-based activity
- Best practices for finding new prospects
- Creating prospecting scripts and elevator pitches
- Managing your appointment schedule
- The art of qualifying prospects
- Setting SMART objectives for business development