Successful Sales

Sales Training Outline

Understanding yourself, your colleagues and your clients

• DISC personality Profile to help you and your team
  • D is for Dominance
  • I is for Influence
  • S is for Steadiness
  • C is for Conscientiousness

Characteristics of superior sales people

• Do not take NO personally
• Empathy
• Patience
• The ability to stay positive
• Interpersonal flexibility
• Intrinsic Motivation
• Learning Orientation
• Willpower

Tips on attaining the characteristics of superior sales representative

Understanding buying behaviour

Interpersonal Communication Skills

• What is Emotional Intelligence
• Perceive, Control and Evaluate Own Emotions
• Perceive, Control and Evaluate Others Emotions
• Questioning Techniques
• Asking Questions in a Presentation
• Possible Responses
• Effective Listening
• Common Barriers to Listening
• Tact and Diplomacy
• Politeness Guidelines
• Building & Defining Rapport

Prospecting and Appointment Setting

• Tips for effective networking
• Effective Prospecting
• Turn Cold Prospects into New Clients
• Understand how to cold call
• Creating Interest
• Use Email as an appointment tool
• Navigate past gatekeepers
• Tap your Network to get more leads

Creating Perfect Sales Presentations

• Becoming a better presenter
• Understanding your Audience
• Preparing your Content
• Delivering Confidently
• Create a great first impression
• Your speaking voice
• Reinforcing your message with Visual Aids
• Controlling the Environment
• Checklist

Features, Advantages and Benefits

Overcoming Objections

Negotiating for Results

• Purpose & Types of Negotiation
• Decoding non-verbal communication during Negotiations
• Behaviour
• Mistakes to Avoid
• Negotiate with the 4 personality types

Closing the Sale

Building Your Personal Brand & Action Plan