Practical Sales Skills 1-Day Workshop in Cambridge, MA

Certificate: Course Completion Certificate | Language: English

Duration: 1 Day | Credits: 8 PDUs

Course Delivery Format: Classroom (Food and Beverages included)

Course Overview:

This practical sales skills training is designed for salespeople and individuals required to sell as part of their role. Suitable for both newcomers and experienced sales professionals, the course content is flexible to adapt to different levels of experience. It aims to equip participants with practical tools and techniques to enhance their sales performance and exceed targets.

Core Aim:

To provide participants with a set of practical sales tools and techniques that can be effectively used in their roles to achieve sales success and personal development.

Course Topics and Structure:

Session 1: Introduction and The 80:20 Rule

Objective: Understand the 80:20 rule and its implications in sales.

Content:

• Explanation of the 80:20 Rule.
• Discussion on why 20% of salespeople generate 80% of the business.
• Interactive discussion and examples.

Activity: Group discussion on identifying the top 20% traits.

Session 2: The Perfect Salesperson

Objective: Identify the characteristics of an ideal salesperson and self-assess against these traits.

Content:

• Qualities that define the perfect salesperson.
• Self-assessment exercise.
• Feedback and development plan.

Activity: Self-assessment and group exercise.

Session 3: Goal Setting

Objective: Learn the importance of goal setting and how to set personal performance goals.

Content:

• Why goal setting is crucial.
• Steps to set effective goals.
• Real-life examples of goal setting.

Activity: Goal-setting exercise.

Session 4: Building Trust

Objective: Develop trust and rapport with prospects.

Content:

• Techniques for building trust.
• Importance of trust in sales success.

Activity: Role-playing exercises.

Session 5: Asking the Right Questions

Objective: Improve questioning skills to drive sales.

Content:

• Importance of asking the right questions.
• Examples of effective questions.

Activity: Practice questioning techniques.

Session 6: Engaging the Customer

Objective: Understand and enhance the lifetime value of a customer.

Content:

• Techniques to better engage customers.
• Importance of customer value perception.

Activity: Case studies and role-playing.

Session 7: Being Specific

Objective: Customize sales approach to individual customers.

Content:

• Identifying specific customer benefits.
• Adapting sales strategies.

Activity: Customized sales approach activity.

Session 8: Making Your Customer Smarter

Objective: Educate customers about products/services.

Content:

• Dealing with well-informed customers.
• Enhancing customer knowledge.

Activity: Simulation exercises.

Session 9: Maximizing Efficiency

Objective: Learn from missed sales and improve efficiency.

Content:

• Analyzing missed sales opportunities.
• Techniques for improving efficiency.

Activity: Review and improve exercise.

Session 10: Positive Reinforcement

Objective: Learn from successful sales interactions.

Content:

• Analyzing successful sales.
• Positive reinforcement techniques.

Activity: Success story analysis.

Session 11: Product Knowledge

Objective: Deep dive into product knowledge.

Content:

• Importance of knowing your products.
• Techniques for enhancing product knowledge.

Activity: Product knowledge quiz.

Session 12: Developing a Competitive Advantage

Objective: Gain an edge over competitors.

Content:

• Strategies to stay ahead.
• Series of competitive advantage questions.

Activity: Competitive strategy workshop.

Session 13: Handling Objections

Objective: Identify and overcome common objections.

Content:

• Typical objections in sales.
• Techniques for handling objections.

Activity: Objection handling role-play.

Session 14: Closing the Sale

Objective: Recognize buying signals and effectively close sales.

Content:

• Spotting buying signals.
• Closing techniques and questions.

Activity: Closing practice session.

Session 15: Follow-Up After the Sale

Objective: Ensure seamless post-sale follow-up.

Content:

• Importance of post-sale follow-up.
• Techniques for exceptional customer experience.

Activity: Follow-up scenario exercises.

Session 16: Applying the Skills in Your Role

Objective: Practically apply learned skills.

Content:

• Translating training into daily sales activities.
• Ensuring practical application.

Activity: Real-life application planning.

Course Features:

At the end of this sales skills training course, participants will be able to:

• Explain what sets the best salespeople apart.
• Follow set personal goals to achieve sales success.
• Use a series of practical sales skills to increase their selling potential.
• Apply these skills practically in their sales role.

Certification:

Participants will receive a course completion certificate from Mangates upon finishing the training.

Who Can Attend?

Anybody interested in learning practical sales skills can attend this course.

Benefits of Taking the Practical Sales Skills Course On-Site for Your Team

• The course content can be tailored to address the specific needs and challenges faced by your sales team and organization, ensuring maximum relevance and impact. On-site training provides an opportunity for team members to learn and grow together, fostering team cohesion and collaboration. The training can be scheduled at times that are most convenient for your team, minimizing disruptions to daily operations. Hosting the Practical Sales Skills course on-site provides numerous benefits, including tailored content, cost efficiency, enhanced team cohesion, immediate application of skills, and alignment with organizational goals.
• Here are the key benefits of hosting this training in your organization:

1. Improved Sales Performance

• Enhanced Skills: Participants will acquire practical sales techniques and strategies that have been tried and tested in real business environments, leading to improved individual and team sales performance.

• Goal Setting: Employees will learn to set and achieve personal performance goals, directly contributing to the organization's sales targets.

2. Increased Revenue

• Effective Selling: By applying the skills learned in the course, salespeople can increase their closing rates and overall sales, resulting in higher revenue for the organization.

• Customer Lifetime Value: Understanding and enhancing customer relationships will lead to repeat business and long-term revenue growth.

3. Better Customer Relationships

• Trust Building: Developing trust and rapport with prospects will create stronger, more loyal customer relationships.

• Engagement Techniques: Employees will learn to better engage customers, ensuring they feel valued and understood, which can lead to increased customer satisfaction and loyalty.

4. Competitive Advantage

• Market Positioning: Participants will learn to identify and leverage competitive advantages, helping the organization stay ahead in the market.

• Informed Selling: Educating customers about products and services will position the organization as a trusted advisor, further differentiating it from competitors.

5. Enhanced Product Knowledge

• Deep Understanding: Employees will gain in-depth knowledge about the organization's products and services, enabling them to provide better information and recommendations to customers.

• Confidence in Selling: With thorough product knowledge, salespeople will feel more confident and credible, enhancing their ability to close sales.

6. Efficient Sales Process

• Handling Objections: Learning to effectively handle and overcome objections will streamline the sales process and reduce time spent on stalled negotiations.

• Follow-Up Skills: Ensuring seamless follow-up after sales will improve the overall customer experience and increase the likelihood of repeat business.

7. Personal and Professional Growth

• Skill Development: Participants will develop a range of valuable sales skills that are not only applicable in their current roles but also beneficial for their overall career growth.

• Self-Assessment: Through self-assessment exercises, employees can identify areas for personal development and work towards becoming top-performing salespeople.

8. Motivated Sales Team

• Engagement and Motivation: Interactive and practical training sessions will engage and motivate employees, leading to a more enthusiastic and driven sales team.

• Recognition of Success: Learning from positive sales interactions will boost morale and encourage a culture of success and continuous improvement.

9. Seamless Application of Skills

• Practical Application: The course emphasizes the practical application of learned skills, ensuring that participants can immediately implement strategies and techniques in their daily sales activities.

• Real-Life Scenarios: Exercises and role-playing activities based on real-life scenarios will prepare employees to handle actual sales situations more effectively.

Investing in the Practical Sales Skills course will equip your sales team with essential tools and techniques to enhance their performance, drive sales, and foster better customer relationships. This, in turn, will lead to increased revenue, a competitive edge in the market, and overall growth and success for your organization.

To host the session for your group on-site, enquire us at [email protected]

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