Training Programs - The Sales Achiever

The Sales Achiever

Equip your sales team with practical skills to build stronger customer relationships, navigate objections, and turn opportunities into measurable results.

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In-Person/Online

2 Days

English/Arabic

Learning Objectives

  • Increase productivity and achieve sales target through improving customers’ relations and understanding customers’ needs.
  • Improve selling skills and create selling opportunities.
  • Understand the buying motives of the potential customers.
  • Interpret customer’s responses and build on them to close the deal.
  • Identify your customers’ needs and buying criteria, even when they don’t want to tell you.
  • Master prospecting and sales preparation.

Modules

  • Good selling vs. Great selling
  • Knowledge, skills, and attitude
  • Qualities of top salespeople
  • Effective communication
  • Communication model
  • Verbal and non-verbal signals
  • Reading body language and facial expressions
  • The four behavioral styles
  • Identification of each style
  • Adapting to each style
  • Persuasion and influence skills
  • Questioning skills
  • Rapport building
  • Customer-Centred vs. Product-Centred
  • Sales funnel: How does your customer buy?
  • Customers’ buying motives
  • Differentiating needs and expectations
  • Ways to approach new customers
  • Customers’ responses
  • Positive/Negative responses
  • Pre-Stage: Prospecting and preparation
  • Objectives setting plan
  • Sales pitch flow
  • During stage
  • Types of sales approaches
  • Sales methodologies
  • The four steps of the sales process
  • Questioning techniques
  • Open/Closed probes
  • Forms of probing
  • Open/Closed-Ended questions
  • Closing stage
  • Direct close
  • Step-by-Step close
  • Summary close
  • Incentive close
  • Post-Sale analysis
  • What is the difference between cross-selling and up-selling?
  • Practical cross-selling and up-selling techniques
  • Importance of cross-selling and up-selling
  • During the product offer?
  • During questioning?
  • During the decision-making process?
  • During cost calculation?
  • Upon making the decision?
  • During payment?
  • Identifying the types of cross-selling and up-selling styles to use
  • Listening for cross-selling and up-selling opportunities
  • Creating desire and opportunities for cross-selling
  • Making the transition conversationally to the offer
  • Powerful language to grab interest
  • Presenting the best-matched offers persuasively
  • Upgrading products and services
  • Matching benefits
  • Gaining commitment and closing the sale

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