Moreover, many salespeople also have a single, preferred style of selling and find it difficult to sell to different buyers. They use a strategy of making friends with customers and while this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.


Furthermore, the professional sales person needs to understand criteria for determining real customer potential, territory potential, and be able to set strategic objectives and goals for their sales territories to maximize their sales potential

Introduction to Professional Selling

  • Professional selling introduction
  • Professional selling skill set and mind set
  • The perfect sales person – Activity


Module 1: The professional selling skill set

  • Controlling a conversation
  • Using the power of questions
  • The OPEN question selling technique
    (Operational, probing, effect and nail down questions)


Module 2: Listen and know your FAB – Features, advantages, Benefits (Skill set)

  • The importance of listening
  • Features, advantages and benefits
  • Customer specific benefits
  • Identifying customer’s decision criteria


Module  3: Handle objections and close the sale

  • Types of objections
  • The APAC objections handling model
  • Handling the most common objection “price”
  • Nine closing techniques


Module 4 : The professional selling mind set

  • The right state of mind to sell
  • The more “No’s” you get
  • Visualize your sale
  • Know what you’re selling inside out.


Module 5: Understanding buyer types and follow-up.

  • Understanding the different behavioral styles and personality types
  • Find out your major behavioral style and personality type
  • Selling to different personality styles
  • After sales and follow-up

Module 6: Quantity, Direction & Quality of sales

  • My circles of influence and concern
  • Quantity, Direction & Quality
  • Being efficient and effective
  • Introduction – The 5 Step sales territory planning & routing


Module 7: Sales Territory Analysis

  • Territory competition analysis
  • Territory potential analysis
  • Sales Territory SWOT analysis
  • SWOT analysis skill practice activity


Module 8: Customer potential analysis and scoring

  • Key customer potential concepts
  • What makes a customer “Attractive”?
  • Collecting information about customer potential
  • Calculating real customer potential


Module 9: Strategic Territory Objective

  • Why set goals and objectives?
  • Setting strategic sales goals for your territory
  • Making sure your goals are SMART


Collaborative Selling

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