Course Objective

The objective of this course is to identify, develop and practice professional selling skills and negotiation techniques that increase individual ability, build confidence and develop the ability to negotiate to reach an acceptable and managable agreement.

The Approach

In selling, Sales are not usually lost because salespeople do big things badly, but because frequently they neglect the fundamentals.

Someone once said "Success comes from constantly applying the basic fundamentals."

Salespeople go through three phases in their development:

• 1. Unconscious Incompetence: The salesperson in this phase is unaware of the things they are doing badly.
  
  
• 2. Conscious Competence: In this phase, the salesperson has learned new skills and is consciously trying to apply them. Rather like the new driver, it requires a conscious effort to get them right. The salesperson has to persevere with these skills until they become natural. They then move into phase 3.
  
  
• 3. Unconscious Competence: The salesperson now uses their skills naturally. They have become part of the salesperson's personality - The salesperson is a true professional.

These fundamentals provide a solid foundation for the person new to sales and a valuable refresher for the established salesperson.

Follow them, act on them, consciously make them a natural part of your sales presentation and success will follow.

Course Content

In this course, we address several key issues crucial to sales and negotiation success, including the following:

• People buy people first
• People buy results
• Building value of unique selling points
• Pre-sale
• Follow-up
• Telling vs. Selling
• Conversational control
• Language to avoid
• Psychology of interest and action
• Thought of gain vs. fear of loss
• Handling objections
• The sales sequence
• Power closing

Further Inquiry

Please contact us for information regarding the next open course event, or for information on corporate bookings.

Contact Form