Course Content

• Introduction to professional selling:
• Professional selling introduction
• Professional selling skill set and mind set
• The perfect sales person – Activity
• The professional selling skill set
• Controlling a conversation
• Using the power of questions
• The OPEN question selling technique
• A sales management primer
• What is your job?
• Sales Manager versus Salesman
• Manage information skilfully
• Know the full range and strength of your power
• Satisfy customer needs over wants
• Concede according to plan

• What kind of a negotiator are you?
• Negotiation skills self-assessment and best practice
• How to establish roles and responsibilities for both parties
• How to identify and set objectives for both buyer and seller
• How to push other managers to cooperate with youDoes the ERP system strengthen the company’s competitive position ? How might it erode the company’s
• competitive position ?
• Does the ERP system strengthen the company’s competitive position ? How might it erode the company’s
• competitive position ?

What you will learn

• Position your product/service advantageously
• Set high targets
• Negotiate from a position of partnership, not competition
• Deal more effectively and profitably with price objections
• Identify and practice successful business negotiating skills
• Identify strengths and weaknesses as a business negotiator
• Understand different types of buyer behavior
• Learn to recognize negotiating tactics and stances
• Be able to apply a new and proven structure to business negotiations
• Identify and adapt for different behavioral styles
• Be alert to unconscious (non-verbal) communication
• Prepare and present a proposal at a final business negotiation stage
• Project confidence and exercise assertiveness in business negotiation situations

Requirements & who can attend

This powerful and practical course is suitable for sales professionals at all levels. It allows the more  experienced and successful a chance to further develop and refine their skills and knowledge when negotiating, whilst giving the less experienced vital foundation skills and practical short-cuts.

Learn by doing

• Understand what is needed to have both the right skill set and mind set to sell.
• Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
• Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
• Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.