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Professional Sales Skills


Thu 26 Nov 2015, 9:00am–4:00pm
Fri 27 Nov 2015, 9:00am–4:00pm

Where: Haven Hall, 575 Princes Street, Dunedin, Otago

Restrictions: R16

Listed by: DavidBartonTraining

What is not the best approach to selling? Talking to much without first understanding the needs and desires of the customer is high on that list of what not to do in a selling situation. Sales professionals love to tell their customers about their products or services features and benefits. However the key to sales is to listen first and talk later.
In this extensive two day sales training program, you will receive valuable training to help you uncover the best skills and mind set professional sales people use to create successful sales careers. This program works with all aspects of the sales process to help you connect better with your customers, overcome their objections and close sales confidently and effectively.

A powerful sales questioning technique:
Selling is primarily about understanding your customer’s needs, then positioning your product or service to meet that need. The core of this program is to teach you an effective and professional means of asking questions to gain an understanding of your customer’s problems, but in the process giving your customer clarity about his or her problem which is too big to ignore.

Selling to different personality types:
Many sales people find it difficult to sell to certain individuals. This is usually a result of personality differences and the fact that we get locked into doing things a certain way. So we find it difficult to work with some people because they simply don’t fit out preferred style of working. Part of this program is dedicated to helping you understand the different types of customers you might encounter and how you might adapt your selling approach to each type to be more successful and close more sales.

Outline of topics:
Introduction to professional selling:
-Professional selling introduction
-Professional selling skill set and mind set
-The perfect sales person - Activity

Module 1: The professional selling skill set
-Controlling a conversation
-Using the power of questions
-The Open question selling technique
(Operational, probing, effect and nail down questions)

Module 2: Listen and know your FAB - Features, advantages, Benefits (Skill set)
-The importance of listening
-Features, advantages and benefits
-Customer specific benefits
-Identifying customer's decision criteria

Module 3: Handle objections and close the sale
-Types of objections
-The APAC objections handling model
-Handling the most common objection "price"
-Nine closing techniques

Module 4 : The professional selling mind set
-The right state of mind to sell
-The more "No's" you get
-Visualize your sale
-Know what you're selling inside out.

Module 5 : Understanding buyer types and follow-up
-Understanding the different behavioural styles and personality types
-Find out your major behavioural style and personality type
-Selling to different personality styles
-After sales and follow-up

Book your seat today so that you don't miss this opportunity.

Includes Morning and Afternoon Tea, and lunch on both days. Please advise of any dietary/allergy requirements when you sign up.

*Please note that no door sales will be made for this session. All bookings are to be made via the Eventfinda website prior to the closing date – please note that this is not the date of the workshop. This is necessary so that we can prepare all materials and other resources for each participant prior to the event. If you would like to discuss other payment and/or booking arrangements please email me on

**We reserve the right to cancel the event in the case of insufficient registrations. Naturally you will receive a full refund in this case. From time to time we may have to change the venue for the workshop due to unforeseen circumstances. In this case we will notify you well in advance and will endeavour to make the replacement venue as close as possible to the original one.

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