The Power of Selling is the perfect course to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills. What makes someone successful in sales? Are great sales people born or made? Is there one magic selling process, or does the process change based on the business…or the customer?

By the end of the program, participants will be able to:

• Identify the behaviors and skills of a successful sales professional
• Describe different types of selling models.
• Prospect and conduct a powerful sales call.
• Use a customer centered selling approach to provide value.
• Choose a closing technique to earn the business.
• Manage the customer relationship on an ongoing basis.
• Develop an action plan to apply new skills.

Sales professionals with a minimum of one year of sales experience who want to refresh their skills and for managers who want to learn professional sales training techniques to train sales people.

Selling Skills Assessment

• Sales Competency Model
• Behaviors, Characteristics and Skills of a Successful Salesperson
• Identifying Strengths and Weaknesses in Selling

Types of Selling

• Strategic Selling and Buyers Influence
• Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
• Retail (Face-to-Face) Selling
• Relationship (Consultative) Selling
• Hypnotic Selling and Hypnotic Sales Models
• Characteristics of Different Selling Models, Types and Structures

Relationship Management (Partnering with Customers)

• Technologies or Methods for Maintaining Customer Information
• Customer Relationship Management (CRM)
• Strategies to Maintain Communication with a Customer
• Customer Marketing Pyramid
• Relationship Marketing Management
• Consultative Selling and Engaging the Customer in Dialogue
• Life Time Value of a Customer (LTV)
• Conflict Handling Techniques
• Continuing the Dialogue with Customers on the Web via Twitter, Facebook and Linkedin

Sales Closing Techniques

• Attitude of the Sales Professional
• Dealing with Customer Objections
• Various Closing Techniques
• The "Feel Felt Found" Approach
• Strategies to Respond to Common New Business Objections

Sales Win-Win Negotiations

• The Phases of Sales Negotiations
• The Harvard Model Applied to Sales Negotiation
• The Art of Bargaining and Concessions Handling

Neuro Linguistic Programming (NLP) and Emotional Intelligence in Selling

• Defining NLP
• Implications for Marketers, Sales and Advertising People
• Hypnotic Marketing and Hypnotic State Inducing Vocabulary
• Mind Reading Techniques

A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session