Professional Selling Skills

Overview:
This two day extensive sales training program explores the right skill and mindset for a professional sales person. One of the most overlooked areas for many organisations is Pre-Sales planning. In this course we will highlight why is it important and how Pre-Sales planning can greatly benefit the sales results. 
At the core of this program is a more effective and more professional sales approach. This approach depends on asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realize the problem he hasn’t been paying attention to is now too big to ignore.
Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. Perhaps they use the strategy of making friends with customers. While this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus on dealing with buyers’ different personalities. Participants will learn how considering each buyer’s personality and modifying their selling style slightly to match each customer’s personality will help them close more sales.

Workshop Objectives
By the end of this training course participants will be able to:
Explain the right skill and mindset a professional sales person must possess.
Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
Use an effective sales questioning technique that will increase sales because participants uncover customer needs and maintain a positive customer experience.
Explain the four major behavioral styles and personality types and how to sell to each buyer type.


Target audience:
All Sales Professionals 


Course Outline

Introduction to professional selling
What is professional selling?
The professional selling skill set and mind set
Activity: The perfect sales personModule One: Understanding Negotiation 

Types of Negotiations 
The Three Phases 
Skills for Successful Negotiating 
 

Module 1: The professional selling skill set    
Controlling a conversation
Using the power of questions
The OPEN question selling technique    


Module 2: Listen and know your FAB (skill set) 
The importance of listening
Features, advantages, and benefits
FAB Sales Technique


Module 3: Handle objections and close the sale (skill set)
Types of objections 
Handling objections model (APAC)
Handling the most common objection: Price    
Nine closing techniques
Cross-selling and up-selling


Module 4: The professional selling mindset 
The right state of mind to sell
Knowing the big “WHY”
The more "No's" you get    
Visualize your sale    
Know what you are selling inside and out


Module 5: Understanding buyer types and follow-up
Personality styles
What is your personality style
Selling to different buyer types
After the sale and follow-up


Module 6: Measure, Evaluate and Take 

Corrective Action Where Needed
Measuring and evaluating performance
Taking corrective action
Common sales activity time traps

Live Workshop: 2 Days (Recommended) or 1Day (Compact)

2 Days (Recommended)

8 pax & above = SGD316/pax

4-7 pax = SGD456/pax

1 Day Compact Workshop

8 pax & above = SGD158/pax

4-7 pax = SGD228/pax

Virtual Classroom:

Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett) 

(Max 15 participants)

Compact:    8 Hours X 1 Day/  2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)

(Max 15 participants)

Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)