Course Outline · 2 Days
professional selling skills
Sales representatives, account managers, field sales executives, business development managers, commercial officers, and client relationship managers seeking a structured, consultative sales framework.
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer — which is not the best approach to selling. This two-day extensive sales training programme guides participants towards uncovering the “Right” skillset and mindset a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover genuine needs, this programme enhances sales staff’s ability to connect better with customers, overcome objections, and close the sale confidently and effectively to deliver commercial objectives. The core of this programme teaches a consultative sales approach using the OPEN questioning technique and adapting to different buyer behavioural styles.
At a glance
- Duration — 2 Days
- Who it’s for — Sales representatives, account managers, field sales executives, business development managers, commercial officers, and client relationship managers seeking a structured, consultative sales framework.
- Delivery — Interactive, in-person and hands-on
Delivery methods
- Interactive sales role-play & situational simulations
- Self-discovery and critique
- Group exploration and facilitator-led discussions
- Game-based learning
- Best practice consultative selling theory exploration
- Understand what is needed to have both the right skillset and mindset to sell successfully.
- Connect better with customers, overcome objections, and close sales confidently and effectively to achieve commercial targets.
- Learn and practise an effective sales questioning technique (OPEN model) that uncovers deep customer needs while maintaining an exceptional customer experience.
- Understand the four major behavioural styles and personality types, and master how to tailor your approach to sell to each buyer type.
Introduction: Foundations of Professional Selling
- Professional selling introduction and commercial realities
- The professional selling skillset vs. mindset
- The perfect sales person — interactive team activity
- Moving from transactional pitching to consultative advising
The Professional Selling Skillset
- Controlling the flow of a commercial conversation
- Using the power of questions to uncover hidden problems
- The OPEN question selling technique (Operational, Probing, Effect, and Nail-down questions)
- Helping the customer realise the cost of inaction
Listen and Know Your FAB (Features, Advantages, Benefits)
- The critical discipline of active listening in sales
- Features, Advantages, and Benefits (FAB model in depth)
- Translating generic features into customer-specific benefits
- Identifying the customer’s true decision criteria
Handle Objections and Close the Sale
- Understanding the real meaning and types of sales objections
- The APAC objections handling model (Acknowledge, Probe, Answer, Confirm)
- Handling the most common objection: “Price is too high”
- Nine proven closing techniques that close deals with confidence
The Professional Selling Mindset
- Cultivating the right state of mind to sell under pressure
- Reframing rejection: why the more “No’s” you get, the closer you are to “Yes”
- Visualising your sale and building commercial resilience
- Knowing what you’re selling inside out with unshakeable product conviction
Understanding Buyer Types and After-Sales Follow-Up
- Understanding the four major behavioural styles and buyer personality types
- Find out your own major behavioural style and selling preference
- Adapting your pitch, pacing, and approach for each buyer personality style
- Best practice after-sales service, relationship management, and structured follow-up
Competitive review game – An exciting review challenge (PowerPoint Game) to end your training on a high note!
Tell us your team size, dates and objectives and we’ll tailor the delivery to your business.