In this dynamic, highly interactive workshop, delegates will study and practice both the science and psychology of sales and study the selling process as well as the behavioral and attitudinal factors that affect both the buyer and the seller.
In Art of Selling: The Science and the Psychology training course, you will learn to define your target market, where to prospect, to position your products and services, to overcome objections, close the sale, and much more. You will learn on how the global economy and the Internet have impacted the world of selling and how to develop a stronger understanding of how and why people buy. You will practice the important concepts and techniques with in-class group exercises and role plays. In short, you will acquire the critical skills and tools that are required for sales success in today's business world.
Upon completion of Art of Selling workshop, delegates will learn to:
- Appreciate and enjoy selling as an art
- Enjoy cold calling and overcome psychological barriers
- Apply the seven stages of selling
- Define the prospect base and become a master networker
- Develop the personal "positioning statement"
- Read body language
- Identify the different levels of decision makers
- Understand how and why people buy
- Implement qualification strategies
- Deliver a prospect specific presentation
- Overcome objections
- Close the sale
- Develop and maintain relationships
This Art of Selling class is ideal for Sales professionals, sales managers, and small business owners who wish to improve their ability to land and qualify prospects, make sales calls and presentations, overcome resistance, close deals, follow up effectively and gain referrals.