Advanced Selling Skills

Training Provided by Kawas Consulting SAL Objectives: This workshop focuses on the changes and challenges taking place in today s dynamic markets and how to face those changes and challenges in an objective and scientific approach. This program can be also delivered in Arabic. Outline: 1- History of sales 2- What is selling? 3- Personal Selling 4- Time management for salespeople 5- Why People Buy? 6- The psychology of selling 7- Attitude vs. Aptitude 8- Self Concept 9- Self Employment 10- Fears of the unknown 11- McGregor Theory 12- Categories of Customers 13- Sell More: How to be First with Motivated Buyers? 14- Buying Modes 15- Buying Modes and Prices 16- The real value of timing 17- How to become first with motivated buyers? 18- Becoming the buyer s favorite 19- Getting more referrals 20- Creating a window of dissatisfaction 21- Timing 22- Buyers personality traits 23- Categories of Salespeople 24- What makes our sales volume? 25- Qualities of professional salespeople 26- The middle third theory 27- Cold calling: getting the appointment on the phone 28- The seven steps system of selling: the approach; the interview; demonstration; validation ; negotiation; handling objections; closing 29- Difference between listening and understanding 30- Technical jargon 31- The little difference that makes a big difference 32- The sales presentation 33- Revising your presentation 34- Follow up checklist 35- Presenting your proposal 36- Follow up with the after sales service 37- Main issues that require follow Vup.

Advanced Selling Skills Detailed Outline:

1- What is selling: selling is the process of persuading a person that your products or services are of greater value to him than the price you are asking for it; selling is an exchange of values

2- Why People Buy: to solve a need or to improve .;


3- The psychology of selling: selling is more psychological more than anything else; the wining edge concept; a salesman ethics contributes more to the sales that do techniques or strategies .;

4- Attitude vs. Aptitude: 80 of your success as a salesperson will be determined by your attitude and only 20 by your aptitude (product knowledge) ;


5- Categories of Customers: the decided, the undecided, the browser ;

6- Sell More: How to be First with Motivated Buyers : Sales success starts with three simple things: A product buyers want; Credibility; Timing ;


7- Becoming the buyer s favorite : A buyer s favorite is the person the buyer knows, likes, trusts and most importantly wants to see succeed .;

8- Getting more referrals : The best way to increase your close ratio is to get referred to a potential buyer because you start off with much greater credibility in the eyes of the potential buyer the credibility of the person who referred you ;

9- Buyers personality traits: Any experienced salesperson knows that customers personalities vary widely, and that sales success often depends on tailoring a presentation to take advantage of certain personality traits.


10- What makes our sales volume: sales is always = no of visits or traffic x of closing x average transaction value ;

11- Cold calling ( getting the appointment on the phone): get the information first;


12- The seven steps system of selling:
a) the approach : to gain rapport;
b) the interview : to identify wants and needs;
c) demonstration: to explain features and benefits that would comply to the needs;
d) validation : to prove your claims;
e) negotiation: to sort out problems;
f) handling objections: handle different objections (Delivery; After Sales Service; Price; Free Goods; Payment terms);
g) closing: to ask for a decision;

13- Difference between listening and understanding: Trying hard to understand what is said, is different from hearing what is said ;

14- The little difference that makes a big difference: People who are new to selling always ask about the CLOSE as if it was some mysterious act or a gift that some people have and others do not. It is in fact just a logical culmination of all sales presentations;


15- The sales presentation: The verbal sales presentation is the real test of your ability to use all the different skills you have acquired through out this training;

16- Revising your presentation: Your best tool for improving your selling skills is self assessment after each sales presentation;


17- Follow up checklist: What did I agree with the customer? Who was to do it? When is it to be done? Why is it to be done? How is it to be done? What do you want to achieve on your next call?

18- Presenting your proposal: The length of the proposal should not be too long. You might attach separately technical information; avoid faxing or emailing your proposal;

19- Follow up with the after sales service: Successful salespeople know that when a prospect says yes to a proposal, the sale has just begun ;





20- Main issues that require follow up:
a) Your prospect has delayed a decision and wants you to call back .
b) Your prospect has said no to your offer but you want to follow up for future business.
c) Your prospect said yes and you want to ensure that the order is completed to their satisfaction



Above workshop will necessitate 2 full days or 3 full days with role playing sessions. In these role playing sessions, the trainees will be placed under different sales calls scenarios.

About The Training Provider: Kawas Consulting SAL

More sales Training from Kawas Consulting SAL

• Cold Calling Techniques
• Selling Techniques Arabic