COURSE CONTENT
1 Meeting the selling challenge
- Awareness before change. The traits of successful sales professionals
- Why customers refuse to buy ?
- What is a sale ? Are salesmen born ?
- How to meet the expectations of having more sales ?
- Using "Marketing Mathematics" for exponential sales increase
2 P.E.A.N.U.T. selling process
Module 1
- Personal Positioning: Build a good brand of yourself
- Prospecting: Define your ICP (Ideal Customer Profile)
- Precall Plan: Making the difference
Module 2
- The correct mindset for any encounter with the prospects
- Setting up the right stage to initiate a sales presentation
- Building favourable "friendship factor"
- 6 different types of buyers and how to deal with them
Module 3
"Questioning Funnel" and how to ask the right questions
- Developing the "white magic" - a good listening skill
Module 4
- Differentiating features against benefits
- Discover the "Hot Buttons" using Pareto Principle
- Beat the competition by having your own USP
- When and how to handle price ?
Module 5
- Using the "Law of Four" for effective negotiation and conviction
-"Smoothening the Corners", how to assess believabilty by asking the right
feedback questions
- Learn to cushion objections and resolve them respectfully
Module 6
- Reading and mastering the non verbal signals - body language
- Detecting and read the right buying signals
- Acquire the "Tai Chi" principles of closing the sale
- Closing twice as fast, getting more referrals
3 Sales Motivation
- Understand the learning cycle
- How can we benefit from mistakes by learning to self-debrief ?
- Acquire the Goal setting formula
- Learnings from successful sales professionals - the
"Pearls of Sales Wisdom"