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Successful Sales
Training and Development
Mindspa Institute’s sales training course delivers practical, ready-to-use selling techniques to generate better results for you and your organization. During this program you will uncover ways to increase your numbers by using both fundamental and advanced selling techniques. Participants are encouraged to actively participate in the skills development sessions, as the human mind is programmed to learn better through “doing”.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – William Clement Stone
The course will address frequently asked questions such as:
- How do I build a personal brand to improve sales?
- How to compile a sales action plan?
- How can I better understand people in order to sell?
- How can I develop powerful sales presentations?
- How do I do prospecting and appointment setting?
Who should attend?
- Sales Executives
- Sales Consultants
- Account Managers
- Business Development Managers
- Sales Managers
Outline
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
Information
Additional Information
Course Duration: 2 Days
Presented : In-house and online
In-Person/In-House Training Includes:
- Comprehensive Manual
- Framed Certificate of Attendance
- Notepad & Pen
- Attendance Register
- Delegate Feedback Form
- Competency Test
- Facilitator Feedback Report
On-line Training Includes:
- Comprehensive Manual
- Certificate of Attendance
- Attendance Register
- Delegate Feedback Form
- Competency Test
- Facilitator Feedback Report