Emotional Selling & Persuasive Skills – For All Sales Teams
Introduction
Sales professionals are a unique breed that has to be thick skinned to deal with objections and sales rejections to negotiate sales and achieve targets. Sales executives need amazing self-discipline, self-motivation and resilience to keep moving forward through the smoke screen of objections to find appointments and sales day in and day out. They need to be professional listeners and eloquent speakers. They realise that they can only survive in this high pressure environment if they begin to look at the world through their customers’ perspective and act accordingly. They employ proven rapport building techniques to gain trust and prosper. They are masters at the ability to create pictures in the prospect’s mind through what they say and how they say it. To top it all off, they require razor sharp consultative selling skills to solve customer problems through offering the most beneficial solutions.
Course Objectives
By the end of this course, you will be able to:
- Establish and maintain long term and profitable relationships with both existing and prospective clients
- Up-sell and Cross Sell other products
- Improve questioning and listening skills
- Identify customer’s real emotions, needs and match with appropriate benefits
- Sharpen their closing skills in order to clinch the sale
- Handle objections effectively and treat them as new opportunities
- Build better relationships with difficult prospects using empathy
- Seek buying signals and act accordingly
- Get past the 1st 20 seconds of a cold call with confidence and skill
- Acquire new appointments through cold-calling
- Experience substantial increase in New Sales
Methodology
- Instructions, Group Discussions, Presentations, Video Clips
- Brainstorming Sessions, Practical Hands-On Sessions
- Demonstrations, Role Play, Games and Activities
- Creative Music, Visualisation Techniques
- Notes and Hand Outs, Group and Individual Exercises
Who Should Attend?
- Sales Professionals
Training Delivery
- Face to Face Training
or
- Remote Training via Zoom Platform
- Day One
- Day Two
Day One
MODULE 1: PROBING SKILLS
MODULE 2: EMPATHY
MODULE 3: ACTIVE LISTENING
MODULE 4: ARTICULATION
Day Two
MODULE 5: PERSUASIVENESS - THE POWER TO CONVINCE
MODULE 6: THE ART & SCIENCE OF PERSUASION
MODULE 7: HANDLING OBJECTIONS & CLOSING THE SALE
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