Sales Training

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

Like all skills, selling a good or service to a consumer is not a skill we are born with and never have to learn about or practice.  In South Africa’s business environment, competition for a consumer's money is more intense than ever, which means you need effective, skilled and motivated sales employees to push your product and make a consumer choose yours over all the rest in the market.  The Mindspa’s professional sales training will equip your employees with the skills that are vital for making a potential buyer favour your product over all the others, overcome the objections, close the sale and put money in the bank.

This thing called sales….a definition

  • Basic definition of sales
  • The fantastic opportunity of a career in sales

Why am I doing what I’m doing?

  • Formulating personal goals – learning how to break down dreams into short & long term goals
  • Build your own dream – work your goals back to your dreams
  • Different strokes for different folks  - translating YOUR specific needs into dreams & goals

The Secret

First things first
  • Spend the right amount of time on the right activities
  • How to divide your sales day
The 20/80 rule
  • Learning to focus on what matters most during the sales day
Public enemy nr 1: Procrastination
  • The danger of procrastination
  • Kicking the can down the line increases stress
  • Four techniques to overcome procrastination
Do or die: discipline
  • The four pillars of personal discipline
  • Putting your personal values in place
  • Acting to fulfil values rather than to please people

The Big P…Prospecting

  • What is prospecting?
  • Methods of prospecting
  • Spending time on quality prospecting
  • Qualifying your clients

But what does the client want?

  • Needs Assessments: how to be effective
  • Asking the right questions to sell the right product
  • Hot button selling
  • Helping the customer decide what’s right for him

Buying signals

Negative signs…beware!
  • Tone of voice warnings
  • Body language: closed posture
  • Negative eye contact
Positive signs
  • What does positive body language look like
  • Questions…he’s interested!
  • The smile in your client’s voice
  • Positive eye contact

Closing the deal

When to close
  • Getting to know the sales process
  • Honing your closing skills & instinct
  • The importance of knowing closing techniques
  • Why you need to use multiple closing
How to close (techniques)
  • Using emotions to close:  excitement and passion
  • The Fear Close
  • “If I could offer you…” close
  • Comparison Close
  • The Mathematical Close
  • “Follow the herd” close
  • Assumption close
  • “The Scale” close

Tracking your sales success

  • Desigining a system that works for you
  • Learning to work out your own sales ratios and how to use it to your advantage
  • Keeping record to break records
  • Using records for troubleshooting

Conclusion


Additional Info

  • Course Duration: 2 Days
  • Investment: R 3490 (ex VAT)
  • In-house Training: In-house training is convenient and can be more cost effective.
  • Public Courses: Book 2 or more delegates from the same company and receive 10% discount.
  • More Information: Contact Us
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