The Selling Game

WORKSHOP DESCRIPTION

If you want to succeed, this intensive introduction to the art of selling is a must. Like most people, you will come to this workshop with very little knowledge of selling, except perhaps what you have experienced as a customer. After just one day of hands-on practice, you will gain skills, confidence and professionalism to sell your product or service successfully.

Everybody Is in the Selling Game is a roadmap that takes you step-by-step through the entire sales process. It covers every critical phase of selling and gives you enhanced skills in listening and prospecting, which you need to succeed as a professional salesperson today.

This workshop can be customized for specific industries and participant groups.

WHO SHOULD ATTEND:

• Salespeople with one year or less of selling experience
• Potential candidates for sales positions
• Those who want to refresh their sales skills
• Customer service representatives
• Technical or support staff who interact with customers

PARTICIPANTS WILL LEARN TO:

• Assess your selling strengths and weaknesses
• Overcome barriers to listening in a sales situation
• Determine the best-qualified prospects and avoid time wasters
• Understand your customer’s situation and identify selling opportunities
• Learn how to make a dynamic and memorable sales presentation
• Feel comfortable and confident in front of new customers
• Handle objections smoothly and keep the sale moving forward
• Use the latest closing techniques to gain customer commitment

COURSE OUTLINE

Effective Listening

• Passive vs. active listening
• The listening process (verbal and nonverbal)

The Sales Process

• Working with the customer’s “buying process”
• Establishing credibility and trust

Discovery

• Knowing the value of customer interviews
• Identifying individual customer needs — and immediate selling opportunities

Making Memorable Presentations

• Presenting solutions vs. presenting products and services
• Enhancing presentations with technology, visual aids and support material

Handling Objections

• Dealing with common sales objections and responses
• Exploring the latest methods for overcoming sales resistance

Closing Techniques

• Gaining customer commitments
• Knowing when to close and what to close for

METHODS TO BE USED

Participants complete a brief pre-workshop questionnaire and come to the workshop with their own organization’s selling scenarios to use in practice exercises.