The Superior Sales Strategies Course
Two-Three Day Programme depending on client needs

Introduction

The Superior Sales Strategies course is designed to help new sales persons and provide assistance for more experienced salespeople as well. The course covers nine key areas: Time Management, Communication Skills, Customer Service Skills Prospecting, Sales Mechanics, Selling Processes & Systems, Closing Techniques and Handling Objections, and Negotiation Skills. Each of these skills must be honed to a high level if the salesperson is to be ultimately successful.

Course Content

Time Management

Each of the eight sections of the Superior Sales Strategies course is critical to the success of all sales professionals. The way that each salesperson manages time is critically important. If we accept that the most and least successful salesperson has the same amount of selling time,we believe that it is fair to say that he more effectively that times is utilized, the more effective each salesperson can become.

Communication Skills

The art of effective communication skills is one of the most important sales tools. The most attractive offer that is poorly communicated or organized will not produce the desired outcome in most selling situations.

Customer Service

Many organizations have a distinct sales and customer service functions. However, customers typically feel that the sales person is an appropriate point of contact. In other words, they don’t care your company is organized. They just want excellent service. There is gold in every contact with a customer and sales people need to know how to mine it.

Prospecting
Prospecting is a necessity because salespeople need to replace and generate new customers to grow and sustain the business. Prospecting is difficult and you have to talk to a lot of people before you find a customer who will buy from you. Salespeople must be highly skilled in qualifying prospects. This course presents an ideal sequence to discover the elements of information from prospects.

Sales Mechanics
There are many tools to help salespeople maintain open communications and manage customer relationship. This section explores sales strategies, sales proposals, cold call pressure, setting desired outcomes, building sales rapport and trust, sales script closing, low key selling and sales killers.

Sales Processes and Systems
Selling and sales training courses, programs, and products are only one part of the picture. Successful selling requires understanding and capabilities that extend beyond “sales training” skills. Selling is inclusive of people, ethical business, corporate responsibility, communications, behaviour, personality and psychology, self-awareness, attitude and belief. Professional sales people must understand how people and systems work to enable desired outcomes.

Closing Techniques
Research and surveys have asked people why they did not buy when initially presented an offer. The most common answer was they were never asked. The prospects were contacted, a product or service was demonstrated to them, and their questions were answered, but the salesperson didn't ask the prospects to make a commitment or to part with their money, so they didn't.

The solution to this dilemma is to train the salesperson to recognize how and when to ask for the order. In this section the salesperson will learn the Master Closing Formula

Negotiation Skills
In this section, we present thirty six negotiation tactics. A number of the tactics are presented from the seller’s viewpoint with some examples of how the tactic is used. The examples are broad and general in nature. After each example, you have an opportunity to craft an example from your actual experience that is specifically related to your industry, product line or service. The Superior Sales Strategies course is loaded with information, tactics, strategies and sales content. You are encouraged to read it over and over for inspiration and content.

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