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COURSE OVERVIEW
It’s no secret that selling has changed in recent
years. This is an exciting and dynamic profession, yet it is one of the
most underrated and misunderstood, at least in recent years. The
back-slapping sleazy, joke-telling huckster has disappeared and in his
place is a new generation of sales professionals—highly trained and
groomed, with the characteristics of honesty, trustworthiness, and
competence. This one-day workshop will help you teach participants how
to be one of those smart sales professionals.
Specific learning objectives include:
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Understand a wonderful paradox: helping other people get
what they want gives us more of what we want.
·
Use goal-setting techniques as a way to focus on what you
want to accomplish and develop strategies for getting there.
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Recognize the difference between features and benefits of
products and services.
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Identify and be able to better present the competitive
strengths of your products and services, so that you can be proactive in
handling objections and more successful at asking for the business.
·
Use different types of selling for different situations.
·
Identify ways to find new clients and network effectively.
Introduction and Course Overview
You will spend the first part of the day getting to
know participants and discussing what will take place during the
workshop. Students will also have an opportunity to identify their
personal learning objectives.
Essential Selling Skills
To begin, participants will explore 15 key sales
skills. Participants will also discuss the importance of professionalism
and the impact of the expectancy theory.
What is Selling?
During this session, participants will discuss just
what selling means. We will also offer some tips on how to approach the
challenge of improving your skills.
Features and Benefits
This session will look at the difference between
features, advantages, and benefits.
Setting SMART Goals
Next, participants will use the SMART acronym to
create positive, achievable goals.
Time Management Tips
During this session, participants will share their
time management tips, and we will offer some ways of maximizing your
time.
Customer Service
This session will look at the four needs of
customers and how we can use them to sell smarter.
Types of Selling
Next, participants will explore the three types of
selling. Participants will also discuss the importance of perceived
value.
Ten Major Mistakes
This session will look at the ten biggest mistakes
salespeople make. Participants will then brainstorm ways to avoid or
rectify these mistakes.
Finding New Clients
During this session, participants will discuss how
to find new clients and how to network.
Selling Price
To wrap up the day, participants will look at the
advantages and disadvantages of selling price.
Workshop Wrap-Up
At the end of the day, students will have an
opportunity to ask questions and fill out an action plan.
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