Course Overview :

Language: English | Credits: 8

Course delivery: Classroom (Food and beverages included)

Course Description:

This practical sales skills workshop is designed for salespeople and individuals required to sell as part of their role. Suitable for both newcomers and experienced sales professionals, the course content is flexible to adapt to different levels of experience. It aims to equip participants with practical tools and techniques to enhance their sales performance and exceed targets.

Core Aim :

To provide participants with a set of practical sales tools and techniques that can be effectively used in their roles to achieve sales success and personal development.

Course Topics and Structure :

Session 1: Introduction and The 80:20 Rule

Objective: Understand the 80:20 rule and its implications in sales.

Content:

Explanation of the 80:20 Rule.
Discussion on why 20% of salespeople generate 80% of the business.
Interactive discussion and examples.

Activity: Group discussion on identifying the top 20% traits.

Session 2: The Perfect Salesperson

Objective: Identify the characteristics of an ideal salesperson and self-assess against these traits.

Content:

Qualities that define the perfect salesperson.
Self-assessment exercise.
Feedback and development plan.

Activity: Self-assessment and group exercise.

Session 3: Goal Setting

Objective: Learn the importance of goal setting and how to set personal performance goals.

Content:

Why goal setting is crucial.
Steps to set effective goals.
Real-life examples of goal setting.

Activity: Goal-setting exercise.

Session 4: Building Trust

Objective: Develop trust and rapport with prospects.

Content:

Techniques for building trust.
Importance of trust in sales success.

Activity: Role-playing exercises.

Session 5: Asking the Right Questions

Objective: Improve questioning skills to drive sales.

Content:

Importance of asking the right questions.
Examples of effective questions.

Activity: Practice questioning techniques.

Session 6: Engaging the Customer

Objective: Understand and enhance the lifetime value of a customer.

Content:

Techniques to better engage customers.
Importance of customer value perception.

Activity: Case studies and role-playing.

Session 7: Being Specific

Objective: Customize sales approach to individual customers.

Content:

Identifying specific customer benefits.
Adapting sales strategies.

Activity: Customized sales approach activity.

Session 8: Making Your Customer Smarter

Objective: Educate customers about products/services.

Content:

Dealing with well-informed customers.
Enhancing customer knowledge.

Activity: Simulation exercises.

Session 9: Maximizing Efficiency

Objective: Learn from missed sales and improve efficiency.

Content:

Analyzing missed sales opportunities.
Techniques for improving efficiency.

Activity: Review and improve exercise.

Session 10: Positive Reinforcement

Objective: Learn from successful sales interactions.

Content:

Analyzing successful sales.
Positive reinforcement techniques.

Activity: Success story analysis.

Session 11: Product Knowledge

Objective: Deep dive into product knowledge.

Content:

Importance of knowing your products.
Techniques for enhancing product knowledge.

Activity: Product knowledge quiz.

Session 12: Developing a Competitive Advantage

Objective: Gain an edge over competitors.

Content:

Strategies to stay ahead.
Series of competitive advantage questions.

Activity: Competitive strategy workshop.

Session 13: Handling Objections

Objective: Identify and overcome common objections.

Content:

Typical objections in sales.
Techniques for handling objections.

Activity: Objection handling role-play.

Session 14: Closing the Sale

Objective: Recognize buying signals and effectively close sales.

Content:

Spotting buying signals.
Closing techniques and questions.

Activity: Closing practice session.

Session 15: Follow-Up After the Sale

Objective: Ensure seamless post-sale follow-up.

Content:

Importance of post-sale follow-up.
Techniques for exceptional customer experience.

Activity: Follow-up scenario exercises.

Session 16: Applying the Skills in Your Role

Objective: Practically apply learned skills.

Content:

Translating training into daily sales activities.
Ensuring practical application.

Activity: Real-life application planning.

Course Features :

At the end of this sales skills workshop course, participants will be able to:

Explain what sets the best salespeople apart.
Follow set personal goals to achieve sales success.
Use a series of practical sales skills to increase their selling potential.
Apply these skills practically in their sales role.

Certification :

Participants will receive a course completion certificate from Mangates upon finishing the workshop.

Who Can Attend?

Anybody interested in learning practical sales skills can attend this course.

Practical Sales Skills 1 Day Workshop In Allentown, PA