Tools & Tactics for Sales Mastery
The Master Closer’s Blueprint

“The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?” ~ Chris Murray

Everyone is a sales person. Majority of the people may not realize it, but that’s a fact. Whether you’re selling a product, a type of service, an idea, running for a promotion, getting hired for a new job, presenting to a boss, satisfying a customer, or even courtship, you are selling. Knowing the tools and tactics of a Master Closer can help boost your performance at work and develop stronger relationships around you. If you want to master the art of persuasion, then this course is for you.

COURSE DESCRIPTION

This one-day training course will revolve around two major aspects in selling: The Will and the Skill.

The Will – The participants will be taught the right behavior and values that they will need to support the techniques that they will learn in selling. The reason why most sales people don’t excel is because they only learn techniques without really having the right foundation to ensure that the techniques learned will be executed well. Therefore, this sales foundation (Will) training aims:

a) To help participants understand their current behavior, how they can change the unnecessary behavior and how they can replace or add new behaviors and good sales habits to succeed in sales.

b) To help participants develop their disposition and desire to master the art of persuasion.

The Skill – Once they understand the right behaviors needed, the participants will be provided with techniques and tactics, regardless of what industry they work for, to excel in sales and master their craft. From the basics in selling, to customer psychology, to advanced selling techniques, all of these will be tackled to help participants get equipped.

LEARNING OBJECTIVE

The main objective of this course is for participants to be able to excel in any sales activity with the right behavior, the right confidence level, and the right tools.

As a result, the sales culture in your organization will improve dramatically giving you better sales performance, happier sales people, and satisfied customers.

LEARNER’S BENEFIT

After the training, participants will have the right tools in improving self-confidence, developing the habit of discipline, and learning sales techniques that can be used in any sales endeavor.

TARGET AUDIENCE

This sales training is for anyone who has a selling element in their job, and may not necessarily be a pure sales environment, provided there’s a chance to turn situations into sales opportunities

Furthermore, this course will benefit those who are either starting in sales or who want a structured refresher to recharge their existing skills and experience.

LEARNING OUTLINE

Module 1: The Right Outlook to Sales

1.1 Defining Success and 3 Keys in achieving it

1.2 Understanding the path to Success

1.3 Understanding FEAR and Failure

1.4 Building Self-confidence and Expanding Comfort Zone

Module 2: Attributes of a Good Sales Person

2.1 Why you need to be Obsessed and not remain Average

2.2 Techniques in developing the Habit of Discipline

2.3 The Power of Enthusiasm: How to use it with clients

Module 3: Sales Tactics that Work

3.1 The Customer Motivation: Understanding Customer Psychology

3.2 Understanding the Communication Circle and techniques in using it

3.3 How to establish Effective Rapport with clients

Module 4: Be a Master Closer

4.1 Format of a Sale

4.2 The Closing Circle

4.3 How to use Guided Discovery: The Primary Strategy of a Master Closer

4.4 Selling Tools and Selling Fuels

4.5 Closing Techniques: Different Ways in getting an Agreement

4.6 The 5 Questions to ask for effective bridging to Closing.

Module 5: Handling Objections

5.1 Why Every Sale is the Same

5.2 Understanding Objections

5.3 Five (5) Most Common Objections

5.4 Handling Objections

5.5 The Do’s and Don’ts of a Sales Person

Workshop: Understanding your company sales script and how to apply it effectively

OUR PARTNER’S PROFILE

  • Trainer & Motivational Speaker on Sales & Marketing, Customer Service, Leadership, Personal Development, and Personal Finance
  • Over 12 years in the design, development, and delivery of training programs on Customer Service, Basic to Advanced Sales, Sales Management, Customer Complaints, and Collection Efficiency
  • Over 6 years managing the training, development, and performance of sales, marketing, and customer service teams in over 5 branches; Produced one of the top 3 selling branches nationwide, Philippine Prudential
  • Registered Financial Planner, Registered Financial Planner Philippines.
  • Current - Financial Wealth Manager, FWD Life Insurance Corporation
  • Senior Assistant Vice President, Group Sales and Support Channel, Philippine Prudential
  • Senior Assistant Vice President & Regional Head, Retail Marketing Channel, Philippine Prudential
  • Head of People Management and Development, Berkley International Plans Inc.
  • AB Communication (Dean’s Lister), De La Salle University – Dasmariñas

UPCOMING PUBLIC TRAINING SCHEDULE

Please view here.

For inquiries on registration, course content, course customization, and on-site training, please click here.