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Mastering Sales Techniques
Sales Skills Workshop

Through practical insights, interactive exercises, and real-world applications, this course is designed to equip you with the essential tools and strategies needed to excel in sales across diverse platforms and customer interactions.

Objectives
  • Learn about sales' relevance in business, buyer psychology, and effective communication to meet varied client wants and motivations.
  • Learn probing, active listening, and sales models like FAB and UPB to confidently use consultative selling and close deals across sales channels.
  • Build participants' confidence to overcome common objections, upsell products, and adapt sales strategies to face-to-face, online, and phone interactions, fostering proficiency in selling across diverse contexts and mediums.

Outline
1. Sales Fundamentals
  • Importance of Sales in Business and Personal Growth
  • Developing a Sales Mindset
  • Understanding Buyer/Client Types and Their Motivations


2. Understanding Buying Motives
  • Exploring the Six Key Buying Motives
  • Identifying and Addressing Customer's Buying Objectives
  • Crafting Effective Responses to Customer Needs


3. Techniques for Successful Sales Representatives
  • Preparing for Sales Interactions
  • Effective Probing Techniques
  • Active Listening and Understanding Customer Needs
  • Consultative Selling: Presenting Products as Solutions
  • Building Strong Rapport
  • Mastering the Art of Closing Sales


4. Sales Strategies and Tools
  • Exploring the FAB (Features, Advantages, Benefits) Sales Model
  • Understanding the UPB (Unique Perceived Benefit) Sales Model
  • Advanced Sales Techniques and Strategies
  • Avoiding Common Sales Mistakes
  • Upselling Strategies for Maximizing Revenue


5. Sales Across Different Platforms
  • Crafting Persuasive Sales Pitches
  • Face-to-Face Selling Techniques
  • Leveraging Online Platforms for Sales (Chat, Email, Social Media)
  • Effective Sales Communication Over Phone Conversations


6. Overcoming Objections
  • Understanding Common Types of Objections
  • Strategies for Handling Objections Effectively
  • Developing Rebuttals to Overcome Objections

Training Methodologies
  • Case Studies and Role Plays: Incorporate real-world scenarios and role-playing exercises to apply learned techniques in practical situations.​
  • Interactive Activities: Include group discussions, Q&A sessions, and interactive exercises to reinforce key concepts and encourage participation.
  • Feedback and Evaluation: Provide opportunities for feedback and self-assessment to track progress and identify areas for improvement.

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