Everybody knows that selling is an important skill, like driving, swimming and cycling. If we can learn to drive a car, swim or cycle, we can learn to sell effectively.
Great Sales people are NOT born but trained. The myth of a natural born sales person is debunked daily by unassuming sales champions. There are sales people who are extrovert as there are who are introvert. Most people knows of at least 1 person who started as a reluctant sales person, with none of the “natural” selling abilities but was trained, coached and sold his/her way to success.
Sales is the most natural skill every human learns from birth. Every baby knows to sell is to survive, they sell the pleasure of their smile or the pain of their cry to their carers when they want something. Everyone sold the some idea to a friend or family at some point in their lives. Every employee sold the idea of being hired during the interview. What is less understood is the decision making process.
After completing the training, you should be able to:
DAY 1:
Step (I) – Effective Mindset
Everybody Is Selling
Set the correct mind, redefine your mind to redefine your future.
Employee VS Intrapreneur, the difference of mindset
Marlow Hierarchy Revisited to understand the difference between the generations
Step (II) – ABC Of Selling In Tough Times
Advertise VS Selling
100% Belief
Creating Curiosity
Step (III) – Selling 101
What is Selling?
Understanding Sales Cycle
ALPHA System
Step (IV) – Prospecting
Listening to the needs of the prospect.
Great Questions gets greater results
Activity : Who’s who
Purpose : To equip sales personals the ability to visually profile customer.
Additional : To equip sales personals to profile customer by the words used by a customer.
Step (V) – ATTRACT
Setting the Right Outcomes
Activity : Trade Tycoon (Business Simulation)
Purpose : To let sales personal experience years of sales within hours and practise what real sales and to think on their feet within the period of the simulation.
DAY 2:
Step (VII) – LEVERAGE
Gain leverage on Prospect’s Pain, by asking the right probing questions.
Create curiosity to get prospects attention to listen for more.
Qualify prospect to know buying signal
Get Permission to Present, understand which stage is the prospect at before presenting. Using the AIDA principle to better position 1 self before presenting.
Step (VIII) – PRESENT
Hypnotic Words that influences the mind
Activity : Sell, Sell , Sell
Purpose : To make sure sales person practise and sales even the hardest items in the world. To instil that sales is easy, as long as using the right methods.
Step (IV) – HANDLE
Reframing Objections before they arise
3 F Method to handle any objection
Objection=Interest Mindset
Step (X) – ACTION
Easiest Sales Close
ABC of Closing
Overcoming Closing Resistance
Activity : Escape from Camp
Objective : To internalise and drive in commitment to excellence and each other.
Activity : Escape from Camp
Purpose : To ensure that all participants become 100% committed to what they set out to achieve.
Putting It Together
Summarise & Close
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