SIC Sales Academy
Fundamental Selling Skills and techniques for experienced or prospective salespersons
A great RETURN ON INVESTMENT for employers and seminar participants
After just 5 seminar days of Hands-On sales training, you’ll gain the skills, confidence and professionalism to sell your product or services with increasing success.
Pre-seminar assessments
• The program starts with a Personal Profile Analysis and a Sales Questionnaire
Seminar
• The sales training takes you step- by –step through the entire sales process.
Post-seminar assessments
• Mentoring sessions will maximize the attainment of your training goals at your working environment
How will you benefit?
- You’ll know if you have the talent to be a good salesperson.
- You’ll assess your selling weaknesses and capitalize on your strengths.
- You’ll become an active listener and overcome barriers in a sales situation.
- You’ll determine the best-qualified prospects and avoid time wasters.
- You’ll understand your customer’s situation and identify selling opportunities.
- You’ll learn how to make a dynamic sales presentation.
- You’ll feel comfortable and confident in front of new customers.
- You’ll handle objections smoothly and keep the sales process moving forward.
- You’ll use the latest closing techniques and gain customers commitment.
- You’ll have comprehensive and proven methods for successful after sales services.
| Motivating Personal Growth |
| • Winners vs. Losers |
| • Thinking Outside the Box |
| • Positive Mental Attitude |
| • Habits and Conditioning |
| • The PEP formula for success: Persistence, Enthusiasm, & Planning |
| • Three Ways to Motivate People |
| • Affirmations & Visualizations |
| • Goal Setting (Short and long term) |
| • The "Wheel of Life" exercise |
| Building Rapport & Relationships |
| • Prepare for your day |
| • Checklist of items you MUST do first |
| • Voice Mirroring |
| • Building Trust & Rapport |
| • Making Customers Feel Valued and Special |
| • People do Business with People that they LIKE |
| • Why do People Really BUY from you? |
| • Establishing Goals for your day |
| • Why do Customers remain Loyal? |
| Adapting to Different Social Styles |
| • How does PERSONALITY play an important role? |
• What is YOUR particular Style?
- Driver
- Amiable
- Analytical
- Expressive
|
| • How is each Style Unique and Different? |
| • Going OUT of your Comfort Zone |
| • Creating a Positive Climate |
| • Recognizing another's particular Style |
| • The Significance of Human Behavior. |
| • What is VAK and how do you use it? |
| Questions and Exploring For Needs |
| • Using the Question Map |
| • The PROPER way to ask a question |
|
• The Different Types of Questions:
|
| • Asking the "Right" Question will Get you the "Right" Answer |
• Uncovering Needs: Definite vs. Indefinite Needs |
| • Advanced Questioning Techniques |
| Active Listening |
| • Do you Listen or do you Take Turns Talking? |
• Learn to Listen Effectively
- Act like a Listener & Focus
- Listen to UNDERSTAND
|
| • How Listening will help with Building Rapport |
| • Using Dominoes to demonstrate Communications |
| • Developing an Attitude of Wanting To Listen |
| • Take the Listening TEST |
| • Letting your Customer Know that you ARE Listening |
Selling Benefits & Selling Value
Demonstrating the Value of Your Product |
| • Feature or Benefit? |
| • People BUY what Products can DO, NOT what they are |
• The Seven Power Words:
- Security
- Convenience
- Peace of Mind
- Economy
- Save Time
- Reliability
- Save Money
|
| • Customers buy BENEFITS |
| • Using a "Transition Bridge" to Turn a Feature into a Benefit |
| • Presenting Your Case in Court (Fun Exercise) |
| • Selling what People REALLY Want to Buy |
| Selling Value |
| • Learning to Build Value into your Offering |
| • Why Customers Buy Value |
| • VALUE is a Psychological Concept ONLY |
| • Value vs. Worth |
| • Increasing the Value in the Customer's MIND |
| • Selling the Value of your Product or Service |
| • What Value or Worth Does Your Product Have? (Exercise) |
| Overcoming Objections |
• The Four "P's" of Objections
- Price
- Product
- Personal
- Postponement
|
| • Valid vs. Invalid Objections |
| • Why are Objections Raised in the First Place? |
| • How Should Objections be Handled? |
| • What REALLY are the Issues? |
| • Answering Objections, Issues & Concerns POSITIVELY |
| • Using the A L L U R E Method Effectively |
| • Handling Objections Professionally |
|
| Sealing the Deal (How to Close any Sale) |
| • The Number 1 Reason Why Sales People Do NOT Ask for the Sale |
| • Removing the Fear of Failure |
| • What are Trial Closes? |
| • How to Recognize a Buying Signal |
| • Seven PROVEN Closing Techniques |
| • What to do After Asking a Closing Question? |
| • Helping your Customer Make that Decision |
| • Close Quickly, Effectively, Confidently, and SUCCESSFULLY |
|
| Negotiation skills |
| • Ask for more than you expect |
| • What to watch for when the talking is over |
| • If you need to put pressure on the other side |
| • What are power negotiators |
| • Basic principles to make you smarter |
| • Learn to play |
| • Unethical negotiating |
| The Sales Process |
| • Ice breaker |
| • Open |
| • Middle |
| • Close |
| Time Management |
| • Discover the 5 'Secrets' essential to managing your time well |
| • Identify your top time wasters and how to tackle them |
| • Tips for setting and achieving goals (including the SMART model) |
| • Discover new ways to prioritize and make better choices |
| • Develop and use a simple time planning system that works |
| • Tips for handling email and the paper deluge |
| • How to manage interruptions from other people |
| • Learn the most effective ways to say 'no' without giving offence |
|
| After Sales Services |
| • Providing customer care. |
| • What we mean by ‘customer care’ and the golden rules. |
| • The ten commandments of ‘customer care’ |
| • Customer expectations – how to exceed them. |
