Today’s marketplace is highly competitive and every organization is looking for a larger share of the market. In an economy where the customer is king, how do sales representatives position the features and benefits of the products/services they sell?

This professional Sales Training course provides you, or your team, with the skills to increase their sales by asking better questions, make exceptional sales presentation, gaining loyal repeat customers, understanding common body language, overcoming common sales objections, dynamics for closing sales, finding referral opportunities and growing the business with professionalism and enthusiasm and more.


  • Before you make the Call
    • Identifying your Contact Person
    • Performing a Needs Analysis
    • Creating Potential Solutions
  • Dynamics of Presentations that SELL
    • Features and Benefits Matched to Customer Need
    • Outlining your Unique Selling Proposition
    • The Burning Question that Every Customer Wants Answered
  • Managing the Sale
    • Sales Psychology 101
      • Leading Representational Bias
      • Tie-Downs
      • Tag-Ons
    • Competing Without Competing on Price
    • Maintaining Your Professionalism
  • Handling Objections: Overcoming the NO’s
    • Strategies for handling objections
    • Understanding Powerful Sales offer and how to Communicate it
    • Creation of high value questions
    • The power of ‘selling by objectives’
  • Following Up Professionally
    • Thank-you Notes
    • Resolving Customer Service Issues
    • Staying in Touch without Pestering
  • Managing Your Pipeline
    • What is a Sales Pipeline
    • The Stages from Prospect to Customer
    • How to Determine Your Prospects Stage
    • We share our experiences

By the end of the course, participants will be able to:

  • The psychology timing in sales process
  • Assess your own selling style and adapt it to suit your customers
  • Master active listening techniques to better connect with & understand clients
  • Apply a proven sales structure and process during every future sales scenario
  • Plan your calls professionally
  • Sell by setting clear objectives
  • Research and target the right prospects and customers to generate the best results
  • Gain and retain your customers’ attention
  • Ask value driven questions to fully understand your customers’ needs
  • Master highly effective closing techniques
  • Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
  • Deploy key strategies for winning business and gaining customer commitment
  • Keep developing your client relationships for long term and profitable business