SUBJECTS COVERED

Fundamentals

• Traditional Vs. Relationship sales model
• How to create a great first impression when starting a sales conversation
• Body language -  the importance of verbal and non verbal behaviours
• Understanding how to be a great listener through active listening
• 4 types of people’s personalities and how to sell to them
• The questioning funnel - how to ask great sales questions
• Uncovering and building customers needs
• Proposing a solution using features and benefits
• Effectively handling objections and challenging customers
• Gaining commitment from customers when closing the sales conversation