Sales Training - The Power to Influence Course - 1 Day

Sales are essential because every organisation needs more clients.

Sales skills are not innate talents. They are the combination of good theory and good practice.

All successful sales follow a definite pattern of six steps:

1. Introduction.
2. Analysis of customer needs.
3. Presentation of your service
4. Validation.
5. Confirmation.
6. Gain referral leads.

Making first contact and gaining their attention.

What will be your hook message? In the first 30 seconds of your message, you need to give the potential client, sufficient reason to for them to agree to give you more of their time.

In order to do that, you need to give them a single line message that crystallises how your service could be of value to them, and one that finishes with a question that confirms that your prospect is the right person to speak to and is willing to speak to you.

Our aim at this stage of the sales process, is to discover whether our potential client can benefit from our service.

Our mission in life is to make peoples’ lives better by closing the gap between what they have now, and what they want.

Analysis is therefore about finding out, what they want for themselves in the future and what they have now.

This section is based upon the art of asking discovery questions.

Our service is our way to help our prospects, bridge the gap between what they have and what they want. In the Sales Presentation we explain exactly how our service will bridge that gap. We talk about most appealing solution to your clients’ problems.
This is the art of persuasion.

Remember that every buyer is afraid that they may be making a mistake. So, we now must purposefully eliminate their doubts and replace them with good reasons to be confident in our organisation and its services.

Confidence creates sales.

We will show you how to build confidence.

This is when we gain their commitment to either buying our service, or in more complex sales scenarios, they agree to take the next step in their acquisition process. This is closing the sale, and which only occurs if you have done the previous steps correctly.

Every customer has the potential to give you new leads to fresh prospects. A referred lead is more likely to be interested since the satisfied client puts their recommendation behind your presentation. Aim to gain at least two referrals from each customer.
We will show you how to make your customers your best salespeople.

There are five elements to communication that we need to discuss:
Words (language), voice tones, body language, habits, and attitudes.

Words are the tools of our trade.

Everyone has speech habits (ways we habitually talk and write), but not all speech habits are good. Some salespeople have dreadful speech habits which destroy their chances of making the sale. We will analyse which speech habits not to use, and which we should always use.

They include elements such as volume, pitch, pace, and variability. Voice tones affect your sales.
We will learn how to use our voice to best advantage.

Body language is the visual component of your communication. How you appear. Body language includes, dress code, grooming, facial expression, posture, touch, handshake, eye contact, orientation, proximity, accessories.
Each one of these points is worthy of your attention.

We all have bad habits. Some of these bad habits may be damaging our chances of making the sale. We need to eliminate bad habits, such as being late, complaining, or making too many jokes. We need to replace them with their opposites: being punctual, not complaining, and not being too frivolous. Most people will not buy from clowns.

We finish on an important point. That the attitude of the salesperson has a profound effect on the whole process. What is the correct attitude for the professional salesperson?

Their attitude should be: "My purpose is to make your life better, by means of our products and services. If I can do anything to help you, I will”.

If you approach your clients with these attitudes, they will respond in positive ways.

You review your notes and make a commitment to improve your sales, by taking the steps you have been taught.