It’s no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood, at least in recent years. The back-slapping sleazy, joke-telling huckster has disappeared and in his place is a new generation of sales professionals—highly trained and groomed, with the characteristics of honesty, trustworthiness, and competence. This one-day workshop will help you teach participants how to be one of those smart sales professionals.
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
To begin, participants will explore 15 key sales skills. Participants will also discuss the importance of professionalism and the impact of the expectancy theory.
During this session, participants will discuss just what selling means. We will also offer some tips on how to approach the challenge of improving your skills.
This session will look at the difference between features, advantages, and benefits.
Next, participants will use the SMART acronym to create positive, achievable goals.
During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.
This session will look at the four needs of customers and how we can use them to sell smarter.
Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.
During this session, participants will discuss how to find new clients and how to network.
To wrap up the day, participants will look at the advantages and disadvantages of selling price.
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.