Sales - Seal the Deal - Accredited

Accredited
Duration: 2 Days
Time: 8:30am-4pm

Know your product, know your customers’ needs, overcome the fear of rejection, and follow a proven approach to obtaining a series of commitments to close the deal confidently.

This course delves into the sales processes, principles and techniques involved in order to successfully close a deal.

WHO SHOULD ATTEND

• All staff in a sales environment
• Sales Executives
• Sales Managers, Operations Managers and Account Managers
• Small Business Owners
• Anyone wanting to start their own business

HOW YOU WILL BENEFIT

• Learn to be a trusted advisor to your customer
• Develop the correct mindset towards selling
• Identify your “ideal customer”
• Confidently apply the 10 Commitments to your sales approach as defined by Anthony Iannarino:
  • Time
  • Explore
  • Change
  • Collaborate
  • Build Consensus
  • Invest
  • Review
  • Resolve Concerns
  • Decide
  • Execute
• An Excel-based tool will be provided to monitor your sales leads through the 10 commitments
• Confidently apply personal selling skills to sell products or services
• Acquire fundamental, usable skills that will help to improve your sales
• Analyse products and customers correctly
• Overcome communication barriers - learn to convey a clear and concise message
• Identify your customers’ needs using questioning techniques, active listening and empathy
• Know the questions to ask, when to ask and how to ask
• Overcome objections you’re likely to encounter
• Recognise buying signals
• Build up resilience - equip yourself with skills to overcome the fear of rejection and to handle customer objections
• Learn techniques to retain customers and build loyalty

WHAT WILL BE COVERED

• Product, service and client information in relation to selling the product or service
• Anthony Iannarino’s 10 Commitments that lead you to close the deal
• Listening, observation and questioning techniques in relation to closing the deal
• Techniques to identify and qualify the customers and their needs
• Sales presentation techniques to enable the deal to be closed
• Handling objections by the customer
• Identifying closing or buying signals
• Closing techniques in terms of confirmation of commitment or decision to purchase
• Completing all relevant documentation to confirm the deal
• Apply processes for follow-up with customers in terms of monitoring the fulfilment of the deal