Course description

Successful salespeople continually upgrade their skills and abilities. The High-Performance Selling workshop focuses on the crucial selling skills and sales competencies needed in today’s business environment in order to sell more effectively and strengthen relationships with new and existing customers. Participants will have an opportunity to work in-depth on a real-life situation during the entire workshop, including role plays with constructive feedback and time to brainstorm and discuss these sales situations with your peers and the instructor.

Who should attend

This program is designed for experienced sales professionals.

What you will achieve

• Learn the stages and critical tasks for each sales call, with emphasis on how to set clear objectives and then execute a sales call to achieve those objectives.
• Gain practical tips and techniques on how to ask high-quality questions and listen to the customer.
• Sharpen your ability to persuade customers by highlighting the benefits and value that you can provide to customers.
• Improve your ability to advance a sale forward and win more sales with new and exciting customers.
• Become more creative at responding to four major types of customer objections.
• Learn a variety of techniques to help you sell and implement price increases to customers so that you capture the maximum value of your products and services.

Pre-Course Work

A self-survey will be completed as pre-work to identify your natural selling style and areas for improvement, after which you will learn how to adjust your selling style for different customer types.

What you will learn

Course Outline

Module 1: Stages and Styles of Selling

Module 2: Questioning and Listening Skills

Module 3: Presenting Information to Customers

Module 4: Advancing the Sale and Handling Objections

Module 5: Implementing Price Increases