Time Frame  
  1 Day Workshop (up to 8 hours)
Delivery Method  
  Face to face workshops and online course with interactive group participation that is further supported by customised personal facilitation, webinars and online course material and videos . All participants will receive a comprehensive manual and audio etc of the video presentations.
  This foundation sales program takes a sales novice through the journey to the next level
  Participants will learn
  ·         How to double your sales

·         How to sort prospects

·         To identify clients’ needs accurately

·         Overcoming objections

·         Getting resales and referrals

·         Success and self-motivation

This program is for 
  SME owners and managers, sales executives, sales managers, anyone involved in the sales process.
  Introduction – Double your income




What you will learn are practical, proven, fast acting ideas that get you better sales results faster. These ideas may seem simple or complicated, easy or difficult, at first. But the good news is that all sales skills are learnable- with practice and repetition.

You may have heard about the 80/21 rule in selling: “The top 20% of salespeople earn 80% of the money.” The bottom 80% have to divide the 20% that’s left over.

When I first learned this, as a beginner in selling, I was discouraged because I had never been in the top 20% of anything. But then I learned something that changed my life. I learned that everyone in the top20% started in the bottom 20%. Then they learned and practice the sales strategies that you are about to learn, and soon went to the top.

  Module 1. Prospecting Power
  The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time.

Remember, the key to success in selling is to: “Spend more time with better prospects.” A prospect can be defined as someone who has:

•             A problem that your product or service can solve.

•             A need that your product or service can satisfy

•             A goal that your product or service can help him achieve.

•             A pain or concern that your product or service can take away.

  Module 2. Relationship Selling
  Selling has changed dramatically in the last few years, from a rapid, impersonal process to a slow, people-intensive process. The heart of the sale today is contained in the quality of relationships that you form with your prospects and customers.

The very best and most successful salespeople are those who are the most capable of entering into and maintaining the highest quality relationships with people who can buy from them and recommend them to their friends and associates.

In this lesson, you will learn the key elements of relationship building and relationship selling and how you can apply them to every part of your sales activities.

  Module 3. Identifying Needs Accurately
  Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to un-cover the true needs or problems of the prospect that your product or service can fulfil or solve.

Selling is both a science and art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high performing salespeople everywhere, you can dramatically increase your effectiveness and your results.

In this lesson, you will learn some of the best ideas used by some of the best salespeople.

  Module 4. Making Persuasive Presentations
  The presentation is the “inner game” of selling where the actual sale is made.

It is during the presentation where you transform a skeptical or reluctant prospect into a committed customer.

An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation of your product or service.

Once you have determined that the prospect needs the product, can use the product, can benefit from the product and can afford the product, it is time to persuade him or her to take action.

Fully 95% of presentations can be improved in some way. Keep working on your presentation until you sell successfully to a qualified prospect almost every time.

  Module 5. Overcoming Objections
  Objections are a normal, natural unavoidable part of the sales process. Nonetheless, most salespeople become discouraged and disheartened when the customer begins to object to their offering on the basis of high price, better offers from competitors and other reasons.

The fact is that customers today are bombarded by hundreds, even thousands, of commercial messages. As a result, they are skeptical, suspicious and careful with their time and money

No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions and concerns is a key skill that is essential to your sales success.

In this lesson, you learn some of the key questions and responses that you need to effectively answer any objection that a customer can ask you.

  Module 6. Closing the Sale
  The ability to get your prospect to make a firm buying decision is central to your success in professional selling.

All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed, like riding a bicycle.

In this lesson, you will learn some of the key closing ideas practiced by the top money makers in sales, in all fields. When you learn how to close easily and will, at the appropriate time, and in the appropriate way, you will take full control over the future of your sales career.

  Module 7. Getting Resales and Referrals
  A direct sale to a commercial customer today costs more than $400 in terms of time, travel, advertising, lead generation and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again.

The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must ne to develop long term customer relationships and then to hold on to them in the face of evermore aggressive competition.

When you install a customer acquisition and retention strategy, you do more to build and maintain long term customer relationships than ever before. By continually thinking in terms of “customers for life,” your success in sales will be assured.

  Close. – Success and self-Motivation

Course Outline

To download a CEO-ONDEMAND course outline, click the course title. You are able to view, print or save the outlines. All course outlines are available as PDF documents and require Adobe Acrobat Reader or equivalent to view.

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