High Impact Selling Skills

Introduction

This intensive training teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering participants to capitalize on every sales opportunity and expand their business professionally. You'll gain the ability to make a powerful, positive impact during every customer interaction.

Course Objectives

Upon completion of this program, participants should be able to:

• Close sales with minimal effort and maximum profitability
• Build loyal relationships between customers and your company’s brand
• Maximize the effectiveness of every customer interaction
• Sell almost anything to almost anyone, consistently
• Use various selling strategies to deliver winning solutions

Key Content

Module 1: Overview

• What is selling
• Transitioning from selling to buying
• Frameworks and acronyms in sales terminology
• Habits of a successful sales professional

Module 2: Engagement Rules

• Building credibility with customers
• The 4 customer behavioral styles
• Identifying your personal style
• Developing an effective selling style

Module 3: Being Effective in Customer Centered Selling

• Selling to different types of buyers
• Understanding customer behaviors and needs
• What to do and what to avoid in selling interactions

Module 4: The Selling Process

• Types of selling: basic vs. consultative
• Introduction to the selling process
• The 4-stage selling model

Module 5: Prospecting

• What is prospecting?
• Prospecting methods
• Qualifying the prospect using MAN (Money, Authority, Need)
• The 3 Go/No-Go filters
• Methods of approaching the sales call

Module 6: Presenting

• Prioritizing content for impact
• The 3 Act Structure Model
• Using the OPENINGS technique
• The 3Vs of presentation: Verbal, Vocal, Visual
• Closing strategies that close the deal

Module 7: Objection Handling

• Identifying hidden objections
• Handling stalling objections
• Addressing “no need” objections
• Overcoming price and product concerns
• Responding to source objections

Module 8: Closing the Sales

• The ABCs of closing (Always Be Closing)
• Recognizing buying signals
• 10 effective closing techniques
• Agreeing on the agreement
• What to do after the close