SellChology – Professional Sales Skills Program

Albert E.N Gray said, “Successful sales people make a habit of doing the things that unsuccessful salespeople don’t like to do. Having reduced these distasteful duties to a daily habit, they are free to concentrate their time and effort on the things unsuccessful sales people never get around to”

Industry is at the feet of thinkers, begging for ideas. The big prizes are for those salespeople who dare to think hard, to think often, to think creatively, to think critically and think differently. It’s the power of influence. Daring to do something is fundamental to salespeople. With effective training in and the use of professional sales skills, progress is possible and sales legends are born.

About the program

This program is designed to transfer professional sales skills to salespeople irrespective of the industry in which they find themselves. The digital age has created a customer base that has an abundance of information at their fingertips. Today, the buyer is well informed about products and services. They know what you have to sell, what your products and services do and don’t do, and how your products and services compare with other like products and services in the market. As a result, great salespeople know that what’s most important to buyer decisions is the understanding of their needs, the relationship that is forged with them, and the emotional experience generated.

What You Will Learn

Module One: People and Money

Understanding people and their decision making.
The three types of people in companies.
Understanding money and solutions.
The 90/10 principle.

Module Two: The Skill Of Needs Analysis

Performing a needs analysis.
Benefits of a needs analysis.
How to structure your questioning.
How to develop ideas from your needs analysis.

Module Three: The Science of Selling

The burning question every customer has.
Selling not to be misunderstood.
Selling solutions, ideas and outcomes.
How to prove your product works.
Presenting your price as value, not cost.
What is value?.
The two roles your price plays.
The key to presenting price as value.
The basics of body language in persuasion.

Module Four: Overcoming Sales Objections

The do’s and don’t of objections.
The three main factors why you get objections.
Seeing objections as opportunities.
Presenting your unique selling position.
Agreeing with the objection to make the sale.
Have the client answer their own objection.
Render it unobjectionable.
Deflating objections or unvoiced objections.

Module Five: Closing the Deal

Understanding when it is time to close – Watching for the signals.
Understanding sales signals.
Powerful closing techniques.

Module Six: Prospecting (The Art of The Hunt)

Bite size target?
The sales pipeline.
Knowing where, how and what to hunt.

Module Seven: Selling with Emotional Intelligence

The science of emotions and motivation.

Understanding the emotional intelligence competencies.

SELF-AWARENESS.
AWARENESS OF OTHERS.
AUTHENTICITY.
EMOTIONAL REASONING.
SELF-MANAGEMENT.
POSITIVE INFLUENCE.

Audience, Duration and Format

This program is suitable for all individuals who want to improve their sales skills. The course duration is three days and can be conducted consecutively or split.