The Sales Toolkit Workshop

Understanding the importance of emotional intelligence for salespeople.

How to become more persuasive in conversation?

How to know what your customer's decision-making process is?

What products/services are most likely to succeed in a sale for your customer/client.

Introduction, the 80:20 Rule – Why 20% of salespeople produce 80% of the business

The Perfect Salesperson – What makes a perfect salesperson, and how do the participants individually compare? An exercise that helps the participants appreciate that they need to develop further

Goal Setting – Why and how to set personal performance goals.

Build Trust – Developing trust and rapport with a prospect and understanding why this is crucial to their success.

Ask the Right Questions at the right time – Developing questioning skills and realising that it is often questions that will develop sales rather than just a good pitch. Understand that asking questions at certain times is crucial to the sale success.

Engage the Customer – Understanding the lifetime value of a customer, serving them better and ensuring they perceive the value of the relationship

Be Specific – Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer. Looking at mirroring and matching and how to adapt your tonality to each specific client/customer.

Make Your Customer Smarter – Realising that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this regarding the participant's specific products/service.

Maximise Your Efficiency – Learning from missed sales and developing further skills to overcome this. Looking at your weekly action plan to be more efficient whilst getting the right results for you, the customer and the organisation.

Catch Yourself Doing it Right – You can learn from good stuff too! Listening back to previous success and how to map out time to make sure you listen to the successes each week and how to act on them.

Know Your Products – An in-depth look at specific products and how to educate themselves in order to maximise sales through product knowledge. Becoming the expert for your customer/client and knowing when to loop in other stakeholders to help secure the sale.

Handle Objections – Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set of techniques to overcome objections

Ask for the Business – Ensuring you/delegates can spot buying signals and know how to respond to them in order to lead the prospect to close. Looking at the closing framework and what type of close you can use in certain situations.

Follow Up After the Sale – Ensuring that the complete sales process is seamless, and the participants understand their responsibilities with regard to creating an exceptional customer experience.

Apply the Skills in Your Role – A re-cap session on ensuring the learning from the session is practically applied in the participants' role.