Sales Excellence

Successful selling requires the mastering of certain selling skills, developing self-confidence and projecting a pleasing personality. In this course we will take a look at the following essential skills:

  • SPIN selling, used to uncover potential customer needs by asking Situation, Problem, Implication and Need-Payoff Questions
  • Projecting a likeable persona
  • Following up on leads
  • Closing the sale
  • Goal setting and motivation
  • Handling complaints and difficult customers
  • Retaining clients

Sales Excellence teaches the delegate to apply current knowledge using new methodologies, focusing on:

  • Establishing unique selling points (areas of differentiation)
  • Handling objections
  • Conducting principled negotiations:
    • ideal commitments
    • minimum actions acceptable
  • Identifying what makes a successful salesperson (good at admin; good planning skills; money motivated; good questioning techniques; likes people; positive attitude; persistent; good listener; goal driven; good technical knowledge)
  • Planning and researching sales calls:
    • accurate customer profiles for perfect-fit solutions
    • establishing credibility that will make them willing to make a time commitment (what’s in it for them?)
  • Cold calling: Devising appointment-making strategies, including getting through to elusive people
  • Asking questions:
    • Background Questions: find out answers before you see the client
    • Challenge Questions: think of your services as solutions to the buyer’s challenges
    • Advantage Questions: “If we do that, how much more effective would you be?”
  • Closing the deal: closing techniques