SAMPLE WORKSHOP OUTLINE
SELLING YOUR WAY TO SUCCESS – 2 Days
WORKSHOP FOCUS
Session 1: ROLE CLARIFICATION
• What is my responsibility & activity
• Skills and Behaviour expected out
of me
• Role of a Sales Consultant
• The “Five Hats” of a Sales Person
TAKEAWAYS
Participants will be able to:
Understand the importance of their
current roles and responsibilities in the
current business environment
Define the Sales Consultant expectations
by the customer and organisation
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Session 2: FACTORS FOR SUCCESS
• Knowing the success factors for a •
sales person
• Defining the attitude factor of the •
sales person in a competitive
environment
•
• Administering the “ASK”
Questionnaire
Participants will be able to:
Learn the various factors of success and
their importance in sales
Create a winning attitude to take a “NO”
and “DELAYS” from the customer
Understand their current strengths and
weakness and appropriate corrections
Session 3: COMMUNICATION SKILLS IN
SELLING
•
• Barriers
to
Effective
Communication
• Art of making first impressions
•
• Elements of communication
• Body Language speaks volumes
• Barriers and key to Effective •
Listening
Participants will be able to:
Understand the barriers in a transaction
between the salesperson and the
customer
Know the various methods of
communication and use it as a tool for
creating a favourable impression
Know the difference between “positive
personal” and “negative personal”
signals
Gain an insight to the responsibilities of a
Listener and practice listening as a skill
•
Session 4: KNOWING THE CUSTOMER
• Who is your customer and their
likes & dislikes
• Important elements & components
in customer interaction
• Types of Customer and the Model
Customer Interaction Strategies
Participants will be able to:
Define the customer and their respective
delight
Know the important ingredients in defining
the delight for an effective transaction
Gain an insight into the proven strategies
adopted in handling different customers
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SAMPLE WORKSHOP OUTLINE
SELLING YOUR WAY TO SUCCESS
WORKSHOP FOCUS
Session 5: STEPS OF A SALE
• Need Satisfaction Selling
• Importance of sales research &
preparation
• Defining the sales process
• Cold Calling & Appointment
Taking
TAKEAWAYS
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Session 6: APPROACH – Opening &
Probing
• When & how to open a sales call
• Pitfalls in opening of call
• Questioning techniques to
uncover needs
Session 7: APPROACH - Supporting
• Buying motivations
• Conversation & YOU appeal
• Offer Analysis – FABing
Techniques
Session 8: APPROACH - Closing
• When & how to close a sales
transaction
• Knowing the “buying signals”
• 7 various closing techniques
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Participants will be able to:
Know the dependent factors in the success
of the customer & salesperson
Gather the information required before
making sales calls for its effectiveness
Understand the professional selling cycle
and adopt the same in their selling
situations
Know the art of making cold calls and taking
appointments using the proven A=P=S
formula
Participants will be able to:
Know the nuances in opening of a call and
making the all-important first impression
Know how to uncover the “needs” &
“circumstances” of a customer
Practice methods of asking non-threatening
questions
Participants will be able to:
Understand the difference between
“rational” & “personal” motivators in a
buying decision
How to customise the “WIIFM” Factor
Learn the art of “benefit” over features
Participants will be able to:
Understand the timing of a close through
the signals provided by the customer
Gain insight into the different closing
techniques and their appropriate usage
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