Professional Selling Skills

Price:  $199.95  $149.95           

Duration: 2 Days

Delivery methods outlined in trainer guide: Self discovery and critique, group exploration and facilitator led discussions, game based learning, practical exercises, best practice theory exploration. 

 

 

It's a fact that many sales people do fall into the trap of talking too much. As soon as they get a customer's attention, they just can't wait to tell him/her about all the features or benefits of their product/service or how great their company is. Which is not the best approach to sales. This two day extensive sales training program uncovers the right skill set and mind set a professional sales person should possess. From controlling the conversation to asking the right questions to uncover customer needs and adjusting the message accordingly.

The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realize that the problem he has been chugging along with comfortably is now too big to ignore.

Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different buyers. They use a strategy of making friends with customers and while this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.


Enabling objectives:  
By the end of this training course participants will be able to:
 

  • Understand what is needed to have both the right skill set and mind set to sell.
  • connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
  • Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience
  • Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.


Who is this course for? 
All sales people. 

Outline of topics:

Introduction to professional selling
 Professional selling introduction. 
 Professional selling skill set and mind set.
 The perfect sales person - Activity.

Module 1: The professional selling skill set
Controlling a conversation.
 Using the power of questions.
 The OPEN question selling technique
(Operational, probing, effect and nail down questions)

Module 2: Listen and know your FAB - Features, advantages, Benefits (Skill set)
The importance of listening.
 Features, advantages and benefits.
 Customer specific benefits.
 Identifying customer's decision criteria.

Module 3: Handle objections and close the sale
 Types of objections.
 The APAC objections handling model. 
 Handling the most common objection "price".
 Nine closing techniques.

Module 4 : The professional selling mind set
 The right state of mind to sell. 
 The more "No's" you get.
 Visualize your sale.
 Know what you're selling inside out.

Module 5 : Understanding buyer types and follow-up
 Understanding the different behavioral styles and personality types.  
 Find out your major behavioral style and personality type.
 Selling to different personality styles. 
 After sales and follow-up.

Competitive review game - A Power Point Review Game Show for a high energy ending & to recap the covered training materials.


Random Training Material Samples:

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trainers guide

course slides

student book

What does the instant download package include exactly?

  •  Trainer Guide (93 Pages).
  •  Student workbook (112 Pages).
  •  Slide deck (83 slides).
  • Sales plan support form, Forecast data form, Sales team member gap analsysis form.
  • Pre-training assignment.
  • Training support documents ( Training evaluation forms, 5 certificate templates, program outline).

Plus a Big Bonus!

22 activities to use with other training programs & training materials you have.
Power Point Review Game: Review the training materials you just covered and watch excitement rise as participants compete to answer questions in a series of exciting rounds.

That’s not all, The Power Point game is fully customizable so you can easily change the questions and create other versions and other games for other training courses and training materials you teach.

Receive all source files instantly in MS Office format  iconsms  

Price : $199.95
     $149.95

 

 

 

Why buy our courseware packages? 

 

Big Value for money

Instantly get a comprehensive and well structured training courseware materials package that includes everything you will need to run a successful and professional training program:

A comprehensive trainer guide that will guide you step-by-step through the training program with detailed explanation of the topics as well as suggestions on what to say and how to debrief and run the different activities and explain concepts.

A comprehensive workbook to hand out to each of your class participants that makes for an excellent complete reference to the training material covered as well as instructions for participating in the different activities and also gives them space to take notes.

Power Point slide deck that's professionally designed to support your training delivery and impress your audience.

Activity & Exercise sheets as well as several other training support documents from training evaluation sheets to attendance certificates so you have all you need to deliver a complete training program with your training material package.

Review game show (In Power Point) to end your training on a high note and run a competitive and exciting review game where teams compete for a prize by answering questions around your training materials. (The Power Point game is fully customizable so you can use it to create similar competitive review games for other training materials and programs you already teach.)

 

Fully customizable

Any modifications or customiation or pesonalization of the training materials to match your specific training objectives or specific needs of your participants can be easily made since you get all source files in Microsoft office format. You have the right to make any additions or even brand your training materials package with your own brand (we only do not allow the resale of these training material packages in any way or form)

 

Easily add to your own materials

Our Training packages are divided into modules where each module focuses on a specific topic which makes it easy for you to tailor or customize the training materials or add to your current training courseware materials.

 

Exercises, Games & activities to enliven and spirit-up your training delivery

Our training packages are packed with self-discovery activities, exercises and games focusing on specific learning outcomes to enliven your training delivery and energize your participants.

 

End your training with a fun & competitive review exercise

Each of our training packages includes a great bonus Power Point game show that was designed to be the grand finale of your training program and keep your participants engaged to the very end. Just split your participants into teams and watch excitement rise as they compete to answer questions around your training materials for an excellent and fun way to review, recap and improve retention of the training materials covered.

 

Download and get it instantly

Instantly download and get your training package immediately. After purchasing off our website you immediately get a link to download everything in a zipped file. 

 

Professionally designed training materials delivered to your inbox with the following features:

Fully Editable and customizable Downloadable immediately
No restrictions, full freedom to use Get original source files
MS office format Engaging Innovative content
Packed with activities , games and exercises Based on latest training models and concepts
Very well organized and structured design documents Specific job aids and useful forms to use back on the job (Selected training courses )
Engaging power point slide deck High impact visuals
Step by step comprehensive trainer guide Training materials that helps you create an engaging learning environment
Competitive fun games and activities Assessment tools (Selected training courses)
Complete training course material package with all you need to run a great training including evaluation forms and certificates for participants. All documents in MS office format including trainer guide, slides, workbook, activity and exercise sheets and additional support tools.

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About us

Since 1998 Scitron Training has successfully provided it's customers all over the world with high quality training materials and ready to deliver courseware packages as well as delivery through our cadre of international highly experienced trainers and consultants.

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