Selling Skills

Course Content

• Analyse current sales talk and measure the give/get ratio.
• Increase sales dialogue for increased sales results.
• Learn to prioritise conversation. Start with your objective.
• Learn the core importance of building rapport.
• Identify opportunities for acknowledgment.
• Pave the way for creating the need dialogue.
• Personalise the questioning strategy that gives way to true need dialogue.
• Learn that the question mark is the most important punctuation mark in sales grammar.
• Learn that effective questioning is half the job of sales.
• Learn to give as much thought to how you ask your questions as to what you ask.
• Learn fundamental listening techniques.
• Know your competitors’ strengths and weaknesses.
• Identify the rule: General objections only get general answers.
• Ensure the sales compass stays on course.
• Know when and what to negotiate.
• Develop the habit of closing inch by inch and on the dotted line.
• Learn that everyone knows someone. Good salespeople know how to turn six degrees of separation into seven-figure sales.
• Explore the power and use of the word, “Thank you”.
• Ensure ongoing validation during the sales conversation. Six critical skills: presence, relating, questioning, listening, positioning, and most important, checking.
• Change the paradigm of the modern sales person from ‘expert’ to being a ‘resource’.