It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, and a transferable skill set of value. Sales professionals that are highly trained, well groomed, and with the characteristics of honesty, trustworthiness, and competence are highly respected and sought after.
This course teaches participants how to sell smarter.
Specific learning objectives include:
- Explain and apply concepts of customer focused selling.
- Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
- Apply success techniques to get the most out of your work.
- Understand productivity techniques to maximise your use of time.
- Identify ways to find new clients and network effectively.
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.
In this lesson, 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 maximizing your time.
This session will look at the four needs of customers and how we can use them to sell smarter.
Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
Ten Major Mistakes
This lesson 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 lesson, participants will discuss how to find new clients and how to network.
To wrap up the course, participants will look at the advantages and disadvantages of a selling price.
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