Sales Training
Two Day

What is the purpose of this document?
The purpose of this document is to outline the sales training plan.

What kind of sales training?
The training is a two-day sales training programme covering four major themes:

1. A sales model (a sales interview is a structured process).
2. Motivation and positive mental attitude.
3. Good planning skills (to be “Productive”- rather than “Busy”).
4. Improved communication skills (good questioning and persuasion skills).

Why do sales training?
In order to fulfil our sales potential.

What is the sales training format?
The sales course format is as follows:

Sales day one

Sales model, motivation and planning

• Sales model.
• Personal motivation and PMA
• Good planning

Sales day two
Advanced communication skills

• Implication questions.
• Empathic listening.
• Identifying new business opportunities.
• The Ten Commandments of Negotiation

Sales day one

Sales model, motivation and planning

1. Sales model

      The presentation of a five step sales process

• Introduction.
• Analysis of customer needs.
• Present our product solution.
• Gain commitment.
• Add on and multiply the sale.

2. Personal motivation and PMA

• The effect “mental attitude” on bottom-line results
• Positive mental attitude; what it is and how to get one
• Success formula; A five part formula for PMA
• Failure formula: The opposite formula, which creates poor results.

3. Good Planning

            Distinguish between being “Busy” and “Productive”.
Isolate THE BIG THREE time-wasters and substitute them for improved
effectiveness.

Sales day summary actions close.

Sales day Two

Advanced Communication skills

1. Implication questions
2. Empathic listening
3. Identifying limiting beliefs
4. Identifying incongruence (mixed messages)
5. The Ten Commandments of Negotiation

Feedback from sales day session one.

1. Implication questions

Using the twin motivators of pleasure and pain to create more persuasive sales.

2. Empathic listening

Listening with intent to understand.

3. Identifying new business opportunities

Gain referrals: Internal and external.

4. Ten commandments of Negotiation

The advantages of preparation.

Sales training summary and action plan

Please call The Corporate Coach Training Group today on 01452 856091

For all your training enquiries please call: 01452 856091

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