Selling Made Simple: Tools to Jump Start Your Sales Success

Objective: Sell using a structured framework and have the right mentality to maximise your conversion
Sales Fundamentals
Why People Buy
Selling Myths and Realities
Sales Versus Marketing
PRACTICE: Your Past Experiences
Positive Mental Attitude
EXERCISE: Can You Sell This

Objective: Researching, planning, and contacting the right target market
Identifying the Right Person to Contact
EXERCISE: Identifying the Right Person to Contact
Research and Planning
EXERCISE: Research and Planning
Creating Potential Solutions
EXERCISE: Creating Potential Solutions
Making the Cold Calls
EXERCISE: Making the Cold Calls
Using the Referral Opening
EXERCISE: Using the Referral Opening

Objective: Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results
Features & Benefits
A Few Auxiliary Techniques
EXERCISE: USP & UPB

Objective: Phrase your sentences efficiently when selling a product or an idea
AIDA
Attention
Information
Desire
Action
EXERCISE: Put it All Together
EXERCISE: AIDA – Sorting the Statement
EXERCISE: AIDA – Sell Me a Product

Objective: Handle objections professionally & effectively
Common Types of Objections
EXERCISE: Common Types of Objections
Strategies to Overcome Objections
EXERCISE: Strategies to Overcome Objections

Objective: Build deep rapport with your customers to inculcate long-term relationship
Thank You Notes
EXERCISE: Thank You Notes
Customer Service Issues
EXERCISE: Customer Service Issues
Staying in Touch
EXERCISE: Staying in Touch

Objective: Use the power of the brain to optimise your sales activities
How Decisions Are Made
Am I Good Enough
Build Your Confidence and Stay Motivated
Listening Skills
EXERCISE: Where Should I Go for Holiday
EXERCISE: Summarise What I Said

Objective: Visualisation of Goals using SMART technique
The Importance of Sales Goals
EXERCISE: The Importance of Sales Goals
Setting SMART Goals
EXERCISE: Setting SMART Goals