Successful Selling Strategies and Skills

Female hand moving the queen in a chess game.

Overview of course

Selling is a crucial part of any business and can include any number of applications: for example, securing an over the counter sale, multi-million dollar international deal, determining what your customer would like next.

When you are selling, are you able to recognize the objections of the person you are dealing with? Do you know how to overcome these objections? How can you ensure the best possible outcome from your interactions.

This course will teach you to recognize and mirror the gestures, voice and language of your customers, to build rapport so that you maximize your opportunities for a fruitful sales. You will learn influencing language, how to detect and use buying styles and achieve win-win results.

This course is based on the Neuro-Linguistic Programming (NLP)communications model.

In this course, you will learn how to:

  • Achieve sales that satisfy your customers needs
  • Develop skills to determine alternatives and options and bypass resistance
  • Build trust with your customer
  • Refine your image to achieve maximum results
  • Develop refreshing new suggestions for selling opportunities
  • Close sales with integrity

Who will benefit from attending this course?

If you are involved in:

  • One on one selling
  • Telephone sales
  • Conflict resolution
  • Supervising individuals or groups

Then you need the selling skills available through this course!
 

Selling is a crucial part of any business and can include any number of applications:
for example, securing an over the counter sale, multi-million dollar international deal, determining what your customer would like next.

The Sales Game

Successful Selling Strategies and Skills

PROGRAM SCHEDULE

DAY 1
TIME TOPIC / ACTIVITY
9.00am – 9.15am Overview of course (Day 1) and expected outcomes
9-15am – 10.15am What makes a good sales person
10.15am – 10.30am Morning tea
10.30am – 11.30am Rapport
11.30am – 12.30pm Buying Styles
12.30pm – 1.30pm Lunch
1.30pm – 3.30pm Buying Styles (cont’d)
3:30pm – 4:pm Review Day 1

DAY 2
TIME TOPIC / ACTIVITY
9.00am – 9.15am Overview of course (Day 2) and expected outcomes
9:15am – 10.am The skill of suggestion alternatives
10.15am – 10.30am Morning tea
10.30am – -12.30pm- How to use influencing language
12.30pm – 1.30pm Lunch
1.30pm – 3.pm Open, leading and closing questions
3:00pm – 3:15pm Afternoon tea
3:15pm – 4:pm Overcoming objections/conditional selling
4:pm Review and close

TOPIC SKILLS LEARNT / BENEFITS

  • Selling strategies Identification of selling techniques which enhance success
  • Rapport Learn to create and maintain trust with customers
  • Buying Styles Recognize buying styles (visual, auditory and kinesthetic) and learn to influence sales though use of these buying styles
  • Structure of Suggestion How to deliver quality questions, statements, commands, and presuppositions. Improve supervisory skills
  • On Selling Understand customer needs and on sell to other products
  • Overcome objections Learn to easily bypass resistance and move to a satisfactory solutions
  • Closing Learn to use the conditional selling model

Terry McClendon

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