Training and Motivational Experts

Successful Sales

Mindspa Institute’s sales training course delivers practical, ready-to-use selling techniques to generate better results for you and your organization. During this program you will uncover ways to increase your numbers by using both fundamental and advanced selling techniques. Participants are encouraged to actively participate in the skills development sessions, as the human mind is programmed to learn better through “doing”.

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." - William Clement Stone


Who should attend?

  • Sales Executives
  • Sales Consultants
  • Account Managers
  • Business Development Managers
  • Sales Managers

Training Outline

Understanding yourself, your colleagues and your clients

  • DISC personality Profile to help you and your team
    • D is for Dominance
    • I is for Influence
    • S is for Steadiness
    • C is for Conscientiousness

Characteristics of superior sales people

  • Do not take NO personally
  • Empathy
  • Patience
  • The ability to stay positive
  • Interpersonal flexibility
  • Intrinsic Motivation
  • Learning Orientation
  • Willpower

Tips on attaining the characteristics of superior sales representative

Understanding buying behaviour

Interpersonal Communication Skills

  • What is Emotional Intelligence
  • Perceive, Control and Evaluate Own Emotions
  • Perceive, Control and Evaluate Others Emotions
  • Questioning Techniques
  • Asking Questions in a Presentation
  • Possible Responses
  • Effective Listening
  • Common Barriers to Listening
  • Tact and Diplomacy
  • Politeness Guidelines
  • Building & Defining Rapport

Prospecting and Appointment Setting

  • Tips for effective networking
  • Effective Prospecting
  • Turn Cold Prospects into New Clients
  • Understand how to cold call
  • Creating Interest
  • Use Email as an appointment tool
  • Navigate past gatekeepers
  • Tap your Network to get more leads

Creating Perfect Sales Presentations

  • Becoming a better presenter
  • Understanding your Audience
  • Preparing your Content
  • Delivering Confidently
  • Create a great first impression
  • Your speaking voice
  • Reinforcing your message with Visual Aids
  • Controlling the Environment
  • Checklist

Features, Advantages and Benefits

Overcoming Objections

Negotiating for Results

  • Purpose & Types of Negotiation
  • Decoding non-verbal communication during Negotiations
  • Behaviour
  • Mistakes to Avoid
  • Negotiate with the 4 personality types

Closing the Sale

Building Your Personal Brand & Action Plan

 

Additional Info

  • Course Duration: 2 Days
  • Includes: Comprehensive manual | Framed certificate of attendance | Notepad | Pen
  • In-house Training: Contact Us
  • Public Courses: Not Available
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Prefer to talk to someone?

If you have questions about our training programmes, or simply need more information, call us on:
010 110 0226/7 (Gauteng) or
062 693 6681  / 061 695 2316 (Western Cape)