 Outcomes for You - DAY ONE
Introduction
As a result of attending the "Selling for Success
– Sales Workshop" participants will attain
the following and understand the building blocks,
fundamentals of the sales process.
Overcome fear, rejection or an emotional
impasse
Looking at success and how the participant can improve
him/her self to overcome fear, rejection or an emotional
impasse. The participant will learn the importance
of taking their "Vitamins for Victory"
and in so doing providing him with the Courage to
go out and ask for the business.
Creating a positive mindset
Will explore the process that will allow us to understand
the questions that will help them identify limiting
beliefs and exercises to move away from or move
towards creating a positive mindset through affirmations.
Memory skills
Understanding how the memory works and
how the participant can utilise the memory to
its best potential. Memory skills can then be
used to enable the participant to improve on a
variety of situations from simple things such
as remembering clients names to being able to
internalise positive statements, to give the participant
the confidence to succeed, to remembering scripts
when being faced with specific sales situations
such as handling objections.
Results Model
Through the Results Model participants will understand
the impact of reactive activity Vs proactive activity
and how this influences their ability to achieve
targets and results. Understanding how Time Management
is the effective use of our time setting priorities
based on the unified principals of the organisation,
using the Results Model to make learning and understanding
simple and easy to implement with measurable results.
Organisational Skills
Being able to establish a vision through Organisational
Skills, thereby learning to set goals with priorities
in delegation, communication and motivation of
Team Members as well as being able to better monitor
and control the work environment.
The 7 Best Steps to
Selling Success - Your Proven Game Plan for Success
The participant will come away with a
comprehensive understanding of the 7 Best Steps
to Selling Success – Knowledge; Prospecting;
Pacing; Probing; Presenting; Negotiating and Persevering
- giving the participant the practical tools to
be able to apply these seven steps in the sales
environment.
Knowledge of Products
and Services
The participant will learn the importance
of the Knowledge of Products and Services, they
will learn about dominant buying motives, how
to improve their product knowledge and the importance
of time management. The result of this session
should make the participant more aware in this
competitive climate how essential it is not only
to know your product thoroughly but also the competitors
product, hence being able to make any necessary
comparisons.
Prospecting/Personal
Marketing
The participant will learn all about prospecting
the different styles of prospecting, how to ask
for a referral, prospecting tools, and the importance
of goals and how to use them. The participant
will come away with the tools, scripts and know
how to look for new business and gain ongoing
qualified referrals.
Pacing
The participant will learn how to get into step
with their customer through the art of Pacing.
They will learn about emotions that the buyer
experiences and how best to deal with these through
tone, body language and words. The participant
will come away with the knowledge and ability
to recognise the prospects personality style and
in already learning their own personality traits
(Behavioural analysis session) they will be able
to quickly get into sync with the client.
Motivators vs Demotivators
The participant will learn the importance
of understanding people motivators. To increase
the self image of the prospect and identify and
focus on the motivators for that particular client.
Behavioural Styles
Analysis
The participant will come away with an understanding
of a Behavioural style analysis. As a result of
this session the participant will understand more
about the image they portray as a salesperson,
and knowing how others are likely to perceive
and act toward them will provide an essential
ingredient to better sales results. The participant
will be able to adapt their responses to be more
effective in communication.
Probing
The participant will take away with them the keys
to Probing. They will gain the art of finding
out what the prospect wants, needs, desires and
why. They will be given the ability to ask the
right questions to elicit the knowledge needed
to advance the sale.
Outcomes for You - DAY TWO
Manage Objections
During the probing process and through out the
needs analysis, often we may need to Handle Objections.
This section will give the participants a formula,
which will allow them to manage or deal with objections.
Presenting/Demonstrating
The participant will take away with them the basic
skills to effectively present their product. They
will learn the traits of a good presenter through
role play, the differing buying motives to focus
on, different methods of presentation and the
importance of using an evidence manual and how
to put one together.
Closing / Winning Words
The participant will learn how to close with Confidence.
Creating the right physical atmosphere, when the
best time to close is and six different closing
skills to use.
Negotiating
The participant will be introduced to
the skill of Negotiating only, and a variety of
negotiation styles, overview some price technics
and understand that negotiation is and of it self
a separate skill that needs that need to be learnt.
Power Language / Winning Words
The participant will learn that through Power
Language the words we use, the way we say what
we say, are one of the champion salespersons best
tools.
Perseverance / Follow Up
The participant will learn that to be successful
at any thing they must learn the importance of
Perseverance in order to achieve their goals,
dreams, hopes and aspirations.
The methodology employed includes
role play; incentives; drill, practice and rehearse;
accelerated learning principles; review and the
utilisation of NLP facilitators and speakers who
have specific areas of expertise and their own
unique style. |
please contact the course
presenter at