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Sales Skills

Capitalising on the individual's strengths and minimizing weaknesses

Discover what customers want instead of just selling what you have
Client meeting preparation
Client benefits
Active listening
Questioning technique and question skills
Build long term relationships instead of pushing products.
Identify opportunities to add value to the client, instead of just discounting price

Negotiation Skills

Basic principles of negotiation
Desired outcome
Preparatory processes for negotiating a deal
Techniques for becoming a more skilled negotiator
Psychological Strategies for Mastering Sales Negotiations
Improving communication by listening and asking questions
Making offers at the right time and in the right way
Handling client objections
Emphasizing on the benefits that meet the client's needs
Obtaining client’s agreement

Workshops / Role Play

Client simulated meetings. Focus on: overall appearance, behavior, body language, language, empathy, motivation, presentation, settling into the meeting, small talk, atmosphere, opening of the discussion, questioning technique, active listening, question skills, dealing with objections, demonstrating benefits to the client, closing technique. Trainer moderated self-assessment on what one does well and what they can improve on.