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Essential
Sales Skills
Aim
This
workshop is designed to provide a ‘tool kit’ of strategies
to help participants enhance their sales skills for increased success.
Objectives
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Explore expert principles for successful selling
• Understand how your personality traits and habits are affecting
your ability to sell successfully
• Develop powerful communication and influencing techniques
• Learn how to overcome resistance and handle objections
• Discover how and when to close the sale
• Build and maintain a confident state
• Implement changes in habits and behaviours for increased
success
Content
Principles
for Success
Consider how experts think about the concept of selling and contrast
with your own sub conscious thinking patterns
•
Expert principles for successful selling
• Explore personal attitudes and beliefs
Engaging
Clients
Connecting with clients and creating structure and focus for the
meeting
•
Gaining Rapport
• Agreeing Clear Outcomes
Needs
Analysis
Understanding your client, their needs and their motivation
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Assertive Questioning
• Future Pacing
• Effective Listening
• Motivation Patterns
• Gaining agreement
Presenting
Solutions
Linking the client’s need to your product or service in a
compelling way
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Persuasive language
• Matching strategies and communication preferences
• Features, Advantages and Benefits
Overcoming
Resistance
Structuring language and using communication techniques to help
overcome obstacles presented by the client
•
Assertive Techniques
• Reframing problems and concerns
Closing
the Sale
Recognising when it is appropriate to close the sale and ask for
a commitment
•
Closing Techniques
Building
Confidence
Condition yourself to feel confident in a sales meeting
•
NLP techniques for creating confidence
Integration
and Practice
Practice the tools and techniques and create a plan for implementing
the changes
Style
The
workshop is highly participative and will incorporate different
elements of learning to suit a variety of learning styles and to
create an enjoyable and stimulating environment. Participants will
benefit through practical experience, increased self-awareness,
new skills and behaviours and leading edge thinking and techniques.
There will be a mix of tutor input, individual and group activities,
feedback and group discussion on practical applications.
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