Develop and naturally adapt the same qualities, characteristics, and thinking habits of the highest-level salespeople; and, begin to get the same sales results. This course is designed for executives, managers, sales supervisors, sales representatives, trainers and those who want to acquire or improve their selling skills. Participants will review strategies to gain confidence and develop their skills to address an audience successfully. In addition, they will learn how to prepare, structure and deliver great sales presentations. The approach is unique in that participants will learn to develop content in presentations that is more persuasive and compelling in getting the customer to make a purchase. This course is not about the style of presentation and can be used to add effectiveness to existing skills. Participants will learn:

• The Mental Laws applied to Sales Success
• How to Overcome the Major Obstacles to Sales Success
• The Essential Traits of High-Performing Salespeople

• Building Rapport and Trust
• Using Vocals - Pace and Volume, to engage a Customer
• The best presentation style for your speaking opportunity

Course Outline

Module 1:
The Selling Environment

• Fundamentals
• Market Segmentation and Sales
• Product Life Cycles and Sales Strategy
• Saying who you are

Module 2:
Customer Creation

Module 3:
Achieving the Sales Objective

• Investment Alternatives

Module 4:
The Role of the Sales Force

• The Importance of the Sales Force
• Maximizing Sales Efficiency

Module 5:
Behavioural Aspects of Selling

• Behaviour and its role in the selling process

Module 6:
Understanding the Buyer

• The Buying-Selling Interface
• Managing the Buyer-Seller Interface

Module 7:
The Need for Product Knowledge

• Understanding the Sales Proposition
• Sensible use of Knowledge

Module 8:
The Sales Meeting

• How to ensure that things go smoothly
• Matters arising from the sales meeting

Module 9:
Customers and Communications

• Understanding customers
• Motivating customers
• The total communication need
• Planned communications

Module 10:
Building Rapport

Module 11:
Customer Relationship Skills Can Build Your Success

Module 12:
Oral and Face-to-Face Communication

Module 13:
Assessing Your Skills

Module 14:
Planning Your Presentation

Module 15:
Slides and Other Visual Aids

Module 16:
New Technology for Presentations

Module 17:
Preparing Your Presentation

Module 18:
Putting it all Together