Selling Skills

Programme Overview

Sales professionals are a unique breed that has to be thick skinned to deal with cold calling objections and sales rejections. They need amazing self-discipline, self-motivation and resilience to keep moving forward through the smoke screen of objections to find appointments & sales day in and day out. They need to be professional listeners and eloquent speakers.

Emotional Selling Skills training testimonial video – Google & alibaba.com

How Shahrukh’s Consultative Sales training approach helped Google Adwords and alibaba.com sales teams increase revenue. Here is what their ace performer has to say about his customer interaction after the training. Watch the video.

Sales professionals realize that they can only survive in this high pressure environment if they begin to look at the world through their customers’ perspective and act accordingly. They employ proven rapport building techniques to gain trust and prosper. They are masters at the ability to create pictures in the prospect’s mind through what they say and how they say it. To top it all off, they require razor sharp consultative selling skills to solve customer problems through offering the most beneficial solutions.

Objectives

• Establish and maintain long term and profitable relationships with both existing and prospective clients
• Up-sell and Cross Sell other products
• Improve questioning and listening skills
• Identify customer’s real emotions, needs and match with appropriate benefits.
• Sharpen their closing skills in order to clinch the sale.
• Handle objections effectively and treat them as new opportunities
• Build better relationships with difficult prospects using empathy
• Seek buying signals and act accordingly
• Get past the 1st 20 seconds of a cold call with confidence & skill
• Acquire new appointments through cold-calling
• Experience substantial increase in New Sales

Programme Outline

Content Day 1

• Understanding the team’s sales challenges
• Group discussion
• Identifying & responding to various prospect behaviours
• Strategy discussion
• The talkative prospect
• The observer
• The passive prospect
• The difficult or sarcastic prospect…and more
• Engaging Communication Flow during sales meetings / presentations
• Active Listening, Probing, Empathy, Articulation
• The L.I.S.T process (Acknowledge, empathize, probe, recommend, sell)

Group activity

• The diagram
• The art & science of persuasion
• Engaging and convincing prospects
• Engaging the prospect’s left & right brain
• Emotional persuasion using empathy
• Triggering desired audience emotions using power words to create positive mental pictures.
• Example case
• – A low impact dull sales presentation
• Example case
• – A dynamic, interesting & winning sales presentation
• Building awareness of challenges customers face without our product
• Making a list of the challenges
• Strategizing solutions to those challenges using product benefits & features
• Communicating solutions using empathy with customers
• Structure of a persuasive sales presentation
• Short slide presentation: From Challenges to Solutions
• Opening, selling & cross-selling attempts, closing, handling objections, gaining commitment
• An impactful & persuasive sample sales presentation

Content Day 2

• Presentation structure – The opening
• Impactful opening statement – Getting them interested
• Group activity
• – Developing an opening statement
• Presentation structure – The selling attempts
• Interest has been generated through the impactful opening – Now what?
• Asking questions related to customer challenges
• Understanding and identifying cross-selling opportunities within customer responses to questions
• Communicating solutions to the challenge using relevant benefits and features that focus on each specific challenge
• Persuasive & descriptive benefit statements
• Testing the impact of your solution and keeping them engaged
• Group activity
• – Developing questions, benefit statements and impact-testing statements for each selling attempt (Minimum of 3 attempts to sell)
• Presentation structure – Closing & gaining commitment
• Testing the water and closing question
• Handling objections
• The Feel, Felt, Found method
• Objection handling rebuttal statements & questions using empathic persuasion
• Acknowledge, Empathize, Give example, Solution found, cross-sell (if opportunity)
• Testing the impact of our objection handling rebuttal in the customer’s mind
• Group activity
• – Listing all anticipated customer objections
• Group activity
• – Developing rebuttals for top 5 objections
• Following up after sending a proposal
• 1st follow up – When and what to say?
• Frequency – How often to follow-up
• The 2nd and 3rd follow up email.
• Group activity – Role play
• The number of role plays depends upon available time left in the day.

Who Should Attend

This program is prepared for sales representatives, their supervisors and managers.

Methodology

This programme employs adult learning techniques which include fun active learning strategies to facilitate understanding and retention. Participants will spend 80% of the time in individual or group activities which allow them to learn, develop and practice. A workbook is used to facilitate the programme.

Structured Experiential Learning Exercises, Super Learning Environment, Role Plays, Games & Simulation & Performance Coaching, Team Presentations.