1. Fundamentals

• Why anybody can become a professional sales person
• How to build relationships with new clients
• How relationship selling works
• Begin building the mindset of a professional sales person

up to 1 hour

2. Attitude wins

• How to set your own goals that will motivate you
• 5 practical ways to increase your self confidence
• How to capture your biggest potential future customers
• How to turn adversity and difficulty into success
• How to use enthusiasm to win over clients

up to 1 hour

3. Planning for sales

• How to get more from your time so that you increase your sales
• Learn and develop the six vital qualities of a sales professional that separate them from the rest
• Time management exercise (2 weeks)
• How to set up a sales database
• How to find and gather thousands of sales leads

up to 2 hours

4. Getting the appointment

• How to write an introductory letter / fax / email
• How to bypass receptionists and time wasters to reach decision makers
• How to persuade decision makers to meet you in person

up to 1 hour

5. The 10 rules of selling

• How to sell to people effectively
• Proper and effective use of product knowledge
• How to identify and use your unique selling points (USP's)
• How to become an effective listener
• How to use benefits to sell, instead of features
• How to properly describe your products so that customers will want to buy
• Understand buyer emotions and how they affect the decision to buy
• How to communicate with a buyers other senses to encourage a sale
• The principle of selling results
• How to make it very easy for a customer to say YES

 

up to 1 hour

6. The sales presentation

• Learn and understand the 7 key stages of a successful sales presentation
• How start a sales meeting and build rapport with your client
• The key information that you need to extract from the meeting
• What you should say (and not say!) during the meeting
• How to run the meeting so that your customer is ready to buy
• How to close the sale

up to 1 hour

7. Negotiating and objection handling

• How to build win-win deals that both you and your customer will be delighted with
• How to achieve a sale when you're not the cheapest
• How to convince customers that your products are the best
• How to turn objections into your advantage

up to 1 hour

8. Global certificate examination

Candidates must score at least 60% in the examination to receive the Global Certificate in Professional Selling

up to 15 mins