OUTLINE / CONTENTS – TACTICAL SELLING
MODULE 1: Introduction and Course Overview
INTRODUCTION TO TACTICAL SELLING
Defines Tactical Selling and provides and overview of the
workshop. The myth of selling and a look at the changing trend in
selling.
Sales Objectives, Strategies & Tactics
THE SALESPERSON
Lead participants to assess themselves as a salesperson and to
determine their prime selling purpose.
Salesman selling techniques
MODULE 2: Why Do We Contact Our Customers?
Learning outcomes:
Understand the benefits of contact from the company's
perspective, the customer's perspective and the benefits to
you.
Topics covered:
How Your Company Benefits From Customer Contact
How Your Customer Benefits From Contact With You
How You Benefit From Customer Contact
MODULE 3: Starting Out in Sales
Learning outcomes:
A great introduction to sales with a discussion centred on
this unique study of two different styles.
MODULE 4: The Sales Process
Learning outcomes:
Learn how the sales cycle works and the dynamic seven step
processes involved from establishing need to deliver and
evaluate.
THE SELLING PROCESS
Examine the reasons for customer purchase by focusing on the
most important person: The Customer. Understand the “Sales
Funnel” approach to productive sales.
Strategic Selling Process
SALES FUNNEL ~ CONTACTS
Examine the source and methods of prospecting and qualifying
prospects.
SALES FUNNEL ~ OPENING PRESENTATION
Examine the most effective ways to question, listen and verify in
the content of exploring a customer’s wants and needs.
SALES FUNNEL ~ CLOSING
Working with customer’s objections. Helping customers make a
commitment.
Examine the verbal and non-verbal buying signals.
SALES FUNNEL ~ FLEXIBILITY
Developing the “win-win” approach to selling.
MODULE 5: The Fear Factor in Sales
Learning outcomes:
Overcome the myth and discover the most common reasons
that hold salespeople back from opportunity.
Topics covered:
Defining the Fear Factor
The Myth of the Fear Factor
Overcoming the Fear Factor
MODULE 6: Attributes of a Good Sales Person
Learning outcomes:
Realise the opportunity that skills development provides by
reviewing the key attributes that define the successful sales
professional.
Topics covered:
Core Attributes You Need to Succeed
MODULE 7: The AIDA Sales Model
Learning outcomes:
Understand the four key components in closing every sales
opportunity: attention, interest, desire and action.
Topics covered:
Outline of the AIDA Model
Attention - Getting Your Customer
Interest - Creating Interest in Your Customer
Desire - Motivating Customers to Buy
Action - Closing the Sale
MODULE 8: Core Selling Skills
Learning outcomes:
Know the essential skills that can develop exceptional
communication practises into clearly defined methods using
listening, questioning and organisational procedures.
Topics covered:
Communication Skills in Sales
Questioning Skills
Listening Skills
Getting Organised for Sales
MODULE 9: Handling Objections
Learning outcomes:
Learn how an objection can become an opportunity to develop
sales from the customer's point of view through listening and
asking the right questions.
Topics covered:
Types of Objection
Good and Bad Practice when Dealing with Objections
Objection Handling with the LAAC Process
MODULE 10: People Buy From People
Learning outcomes:
Know and understand the real secrets behind what encourages
people to buy. From the twelve rules of likeability to
understanding the skills of influence.
Topics covered:
The Rules of Likeability
The Importance of Empathy
Preparing to Influence Others
MODULE 11: Making Action Plans
Learning outcomes:
Start your successful journey into sales by using a template to
enable a step by step approach.
Topics covered:
Your Plan for Sales Success
MODULE 12: Your Personal Action Plan
OUTLINE / CONTENTS – IMPROVING SALES EQ
1. The Power of Human Emotions on decision making
Introduction to Emotional Intelligence
Emotional Development
What is Decision Making
2. The Four Elements of Sales Specific Emotional Intelligence
4 Components of Emotional Intelligence
Emotional Intelligence Map
3. Mastering Disruptive Emotions
Ideas for improving Emotional Intelligence
EQ Improvement Plan
4. Mastering human influence frameworks
Intelligent Influence Frameworks
5. Effective qualifying strategies and pipeline management
Definition of Sales Pipeline
Building Sales Pipeline
The stages of Sales Pipeline
6. Four principles of effective conversations
What is Effective Communication
Principles of Effective Communication
7. Answering the Five Most Important Questions in sales
Probing Objectives
Types of Probing Questions
Selling Questions
8. Setting effective sales call agendas and avoiding red herrings
Objectives of Sales Call
Planning for sales call agendas
What is Red herrings and how to avoid it
9. Effective initial meetings
Meeting Purpose and objectives
What to include in an agenda?
Leading effective meeting
10. Aligning the Three Processes of Sales
Importance of Sales & Marketing Alignment
3 Processes of Sales Alignment – Sales, Buying & Decision
Process
Challenges of Alignment
11. Discovery and activating the self-disclosure loop
5 steps of activating the self-disclosure loop
12. Delivering effective demos & Presentations
Keys to effective Sales Demos and Presentations
What makes any demo great?
How to make effective presentations
13. The Bridging Method for presenting solutions
The Sales Bridge
Sales Challenges and Solutions
14. Message Matters
Why the Message matters?
Positioning and Messaging Framework
Brand Positioning and Messaging: More Than A Mission
Statement
15. Developing effective proposal
Proposal Management Process
16. Asking and Closing
Asking for Sales & Handling Objection
Types of Sales Closes
Closing Techniques
17. The Five Step Buying Commitment Objection Framework
Answer Questions and Objections
Five Steps of Overcome Sales Objection Framework
