Course Overview
This Sales Skills training is designed to equip participants with the essential tools and techniques needed to enhance their sales performance and increase their effectiveness in the sales process. Whether you are new to sales or seeking to refine your skills, this program will provide you with practical strategies for engaging clients, closing deals, and maintaining long-term customer relationships.
Over the course of three days, participants will learn how to understand customer needs, build rapport, overcome objections, and use persuasive communication to drive sales success.
Learning Outcomes
By the end of this course, participants will be able to:
Understand and apply the core principles of effective selling.
Develop confidence in engaging with clients and building rapport.
Identify customer needs and tailor sales approaches accordingly.
Use powerful questioning techniques to uncover customer motivations.
Handle objections and close sales effectively.
Use time management and organizational skills to maximize sales productivity.
Build and maintain strong relationships with customers to encourage repeat business.
Course Content
Day 1: Introduction to Sales and Understanding the Sales Process
Introduction to Sales
The role of sales in an organization.
Key skills of a successful salesperson.
Different types of sales: B2B vs. B2C.
The psychology of selling: understanding buyer behavior.
Understanding the Sales Process
The sales funnel: stages of the sales cycle.
Prospecting and lead generation.
Qualifying leads: identifying high-potential prospects.
Building Rapport and Trust with Clients
First impressions and setting the tone for a successful relationship.
Effective communication skills.
Active listening techniques.
Establishing rapport through verbal and non-verbal cues.
Setting Sales Goals and Managing Expectations
Importance of setting clear, measurable sales goals.
Time management and prioritizing sales activities.
Strategies for staying motivated and focused.
Day 2: Mastering Sales Techniques and Handling Objections
Effective Questioning and Needs Analysis
Types of questions: open, closed, probing, and reflective.
Techniques for uncovering client pain points.
Understanding the customer’s needs, desires, and decision-making process.
Presenting Your Solution
Tailoring your pitch based on customer needs.
Crafting a compelling value proposition.
Demonstrating product/service benefits effectively.
The art of storytelling in sales.
Handling Objections
Common objections and how to address them.
Techniques for overcoming resistance and reframing objections.
Turning objections into opportunities.
Role-playing exercises to practice handling objections.
Building Rapport and Long-Term Relationships
Post-sale follow-ups and maintaining engagement.
Building trust for repeat business.
Nurturing client relationships through excellent service.
Day 3: Closing Sales and Post-Sales Strategies
Closing the Sale
Recognizing buying signals.
Different closing techniques: assumptive close, urgency close, trial close, etc.
How to ask for the sale confidently.
Managing closing stress and client hesitations.
Negotiation Skills for Sales Professionals
Key negotiation strategies and tactics.
Understanding the needs of both the buyer and seller in a negotiation.
Negotiating for win-win outcomes.
Dealing with Rejection and Resilience in Sales
Maintaining a positive attitude in the face of rejection.
Building emotional resilience.
Learning from rejection and using it to improve future sales efforts.
Review and Action Plan
Reflection on the three days of training.
Creating a personal action plan for continuous improvement in sales.
Setting long-term development goals.
Group discussion and Q&A.
Training Methods
Lectures and Presentations
Role-Playing Exercises
Group Discussions and Case Studies
Interactive Q&A Sessions
Sales Simulations and Practical Exercises
Time & duration
Duration: Three days
Time: 09:30 - 16:00
Refreshments - included
Location: mselect Venue, Erbil
Course Fee: $200
Payment
Must be made 7 working days before the start of the course. Payment can be made in cash, by bank transfer or through exchange offices.
How do I register?
You can register by emailingtraining@mselect.comwith the following details:
Full Name:
City/Town:
Email Address:
Phone number:
Name of the course:
For more information, call 0771 842 2380