(A 2-Day Sales Skill Development Program for Retail)

The only real creators of wealth in our society are businesses. Businesses produce all products and services. Salespeople are the most vital people in any business. Without sales, the biggest and most sophisticated companies shut down. Sales are the spark plug in the engine of free enterprise. As a professional salesperson, you are a ‘mover and shaker’ of your Company and in our society.

In selling, you only have to be a little bit better and different in each of the key results areas of selling for it to accumulate into an extraordinary difference in income.

The Art of Professional Selling offers a “buying” model that changes the focus from hard-selling tactics that convince people to buy what you are selling to new relationship-based strategies that help them buy what they need and want.

The top sales professionals in any industry do much more than just sell products; they prescribe and provide compelling solutions. The Art of Professional Selling gives you the tool to join the sales elite, on developing passion in sales, using service strategy to increase sales, how to learn from mistakes and rejections, and the willingness to sell creatively so as to maintain an increasing income, and challenge one’s potential to reach for greater heights.

This 2-day course will help your salespeople rebuild their selling methods from the ground up, leading to a higher level of achievement, greater sense of urgency, and much happier customers.

Course Outline

Part One – Individual Selling Style
• Personality-Style Profiling
• Understanding Your FDU (Fears-Doubts-Uncertainties)
• Focusing on Your Unique Talent and Strength
• Leveraging on Your Strength
• Creating Your Personal Sales Approach

Part Two – Seven Steps of Track-Selling
• Step One – Approach
• Step Two – Qualification
• Step Three – Agreement on Need
• Step Four – Sell the Company
• Step Five – Fill the Need
• Step Six – Act of Commitment
• Step Seven – Cement the Sale
• Mastering the seven steps of Track Selling System

Part Three – The Art of Value-Added Selling Strategies
• Customer-izing
• Positioning/Differentiating
• Value Reinforcement and Leveraging
• Knowing the difference in Objections; Rejections; and Conditions

Part Four – Team Sale-Service Strategy
• Brainstorming for improved sales strategies
• Identifying Prospects’ Turnoffs
• Implement new and creative approaches for higher sales achievements
• Synergy selling

Course Objectives and Methodology

This program is recommended for every salesperson which helps to identify individual strengths to personalize the sales approach and strategy; enhance greater level of sales achievement by using Track Selling System; using subtle closing and selling by value-added strategies; overcoming the fear of rejections, learning to handle objections, and most importantly, the art of closing the sale.

This 2-day workshop making up of four segments:

Part One – Starting from the individual approach where a series of personality assessment will be conducted and the individual salesperson will map out his/her personal sales approach.

Part Two – Learning and applying the seven steps of Track Selling System.

Part Three – Learning the art of value-added selling strategies with group discussions on the customization-selling of our products; positioning and differentiation.

Part Four – Ending with team selling strategy where the whole group will brainstorm on various sales strategies, improving our selling conditions, and understanding the value of synergy-selling.

The course took the holistic approach from individual to team in building the total concept of selling and being truly a sales professional.