Course Details

Leading in Sales

Although the definition of a sale is simple enough, the process of turning an individual into a buyer can be very complex for some. It requires you to convince potential customers that there is an inherent benefit for them in making their interest concrete – something that merits spending some of their hard-earned money.

This training will give participants an understanding of the sales process and tools that can be used to seal the deal, no matter the volume of the sale. They will become more confident, handle objections better, and learn how to be a great closer. 

Experiencing a sales objection can be a disheartening event. Through this course, the sales team will learn how to eliminate objections and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit. Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and enhance relationships with new clients.

Learning Outcomes

Participants will:

  • Understand the different languages of sales.
  • Learn how to make effective sales pitch.
  • Appreciate the need for using a prospect board.
  • Understand customer relationship management. 
  • Identify the real objections to sales.
  • Learn how to find points of interest and agreement with the clients.
  • Recognize different strategies to deflate and overcome objections. 
  • Understand how to consistently close deals.

Course Module

  • Product Knowledge and what actually sells
  • Understanding different types of sales and how to utilize them 
  • Performing Clients Need Analysis
  • Creative Openings
  • Setting ‘SMARTER’ Sales Goals
  • Unvoiced Objections
  • Managing Sales Data
  • Do’s and Don’ts of handling sales objections
  • Seeing Objections as Opportunities
  • Closing the Deal

Who Should Attend

Business Development Managers/Executives, Sales & Marketing Team Leaders/Executives, Client Service Officers, and Relationship Managers. 

Training Delivery Techniques

For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos, and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.

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