Workshop Outline:

1. Introduction to Sales
The definition of “Sales”, the “paper clip” theory & what makes the salesperson “special”.

2. Principles of Effective Selling
The 3 main principles of effective selling

3. Fundamental Selling Skills
The 5 main fundamental selling skills

4. Basic use of Questioning
“High gain” questions; its characteristics & benefits

5. Handling Objections
The 4 common types of objections & the 5 steps in handling them

6. Opening & Concluding Sales Calls
The right approach to opening & concluding a sales call

7. Features & Benefits
Difference between a feature & a benefit & how to discuss “benefits”

8. Delivering Effective Sales Presentations
The 10 steps of delivering an effective sales presentation

9. Closing
Guidelines on closing

10. Handling Delays
How to handle delays & the importance of “following-up”