Course Duration: 16 hours

1 The Successful Salesperson

1.1 The Skills Requires

1.2 Identifying Gaps and Further Developments

1.3 Personal Goal Setting

2 Why and How Customers Buy?

2.1 Who are your customers?

2.2 What do customers want?

2.3 How do customers buy?

2.4 Rational and emotional triggers

2.5 Exceeding Expectations

3 The Structure of a Successful Sale

3.1 Introduction

3.2 Qualification

3.3 The Proposal

3.4 Handling Objections

3.5 Close and Consolidate

4 Communication Skills

4.1 Enhancing Your Listening Skills

4.2 Powerful Questioning Techniques

4.3 Building Rapport and Engaging your Customer

4.4 Mirroring and Matching

4.5 Understanding and Using Body Languages Skills

5 Presenting your Product

5.1 Using Features and Benefits

5.2 Powerful Language to Help you sell

5.3 Enhancing your Presentation Skills

6 Closing the Sale

6.1 Recognizing Buying Signals

6.2 Handling Resistance

6.3 Strengthening the Customer Relationship

7 Closing the Transaction – Ensuring Timely Collection

7.1 Agreement – Sales Agreement at deal Inception

7.2 Understand customer expectations and deliver requirements ensuring no gap in customers’ expectations

7.3 Closing documentation – Obtain confirmation of receipt of goods completion of service

7.4 Gentle follow ups

7.5 Final Collection

7.6 What if things go wrong – signs to recognize other action need to be taken

8 Service Recovery

8.1 Be Pro-active: Prevent things from going wrong

8.2 Corrective Action: Quick service recovery, if things do go wrong

8.3 Preventive Action: System correction to ensure the same mistake is not repeated again.

9 Managing yourself

9.1 Managing your Time

9.2 Improving your Self Confidence

9.3 Action Planning