Essential Sales Skills Workshop

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Sales Skills: Handling Customers
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.