Sales Skills Workshop

Course Overview:

This 1-day course is designed to equip participants with the knowledge and skills necessary to become successful salespeople. It will cover the core fundamentals of the sales process, from prospecting and lead generation to closing the deal, negotiation and building customer relationships.

Course Objectives:

• Understand the key qualities and characteristics of a successful salesperson.

• Master the sales process, including prospecting, qualification, presentation, objection handling, closing, and follow-up.

• Develop effective communication and questioning skills to build rapport and uncover customer needs.

• Craft compelling sales presentations, Sales script that highlight the features and benefits of your product or service.

• Learn to handle customer objections confidently and overcome sales resistance.

• Close deals effectively and negotiate win-win outcomes.

Course Outline:

Module 1: Introduction to Sales

• Icebreaker Activity

• The Sales Mindset: Developing the right attitude for success in sales

• The Neuroscience of sales

• The Sales Process: An overview of the different stages of a sale

Module 2: Prospecting and Lead Generation

• Organic and Inorganic way to generate leads

• Identify your customers and pass the gatekeeper confidently

• Identifying and qualifying leads: Where to find potential customers and how to assess their needs.

• Building a strong sales pipeline: Creating a steady stream of qualified leads.

• Prospecting techniques: Cold calling, email marketing, social selling, and networking

Activity: Script and Situation, Tools, and Techniques

Module 3: Communication and Relationship Building

• Effective communication skills: Active listening, questioning techniques, and building rapport.

• Building trust with customers: The importance of honesty, integrity, and following through on commitments.

• Understanding customer needs: Asking the right questions to uncover pain points and buying motivations.

Module 4: Presentation Skills

• Crafting a compelling sales presentation: Structuring your presentation, highlighting features and benefits, and using storytelling.

• Delivering a dynamic presentation: Body language, vocal variety, and handling stage fright.

• Using sales tools effectively: Presentations, demos, and product brochures.

Module 5: Objection Handling and Closing

• Anticipating and addressing customer objections: Common objections and effective counter-arguments.

• Closing techniques

• Fit & Fix Negotiating Techniques: ZOPA, BATNA

Module 6: Follow-Up and Task Management

• The importance of follow-up: Staying in touch with customers and building loyalty.

• Upselling and cross-selling: Identifying opportunities to increase customer value.

• Eat that Frog

• Multi-tasking

Activity: Paper loop

Course Conclusion

• Review key concepts and best practices.

• Develop a personalized action plan for sales success.

Training Methodology:

• Role-playing exercises, and simulations can be used to provide participants with practical experience.

By participating in this course, you will gain the skills and knowledge you need to become a more effective salesperson and achieve your sales goals.

Who Should attend?

• 1 – 2 years experienced salespeople from any industry

• Junior sales staff

• Business Development Professionals