Sales Masterclass
Improving sales performance by achieving excellence &
managing your workforce
Course I
Sales Excellence
A highly inspirational workshop for dynamic sales people
4 August 2009, Pearl Continental Hotel, Lahore
6 August 2010, Sheraton Hotel & Towers, Karachi
9:00 am to 5:00 pm
Key Benefits
• Increased Sales
• Increased "Quality Consciousness"
• Further improved "Customer Care"
• Improved employee morale
• Better customer relations
• Attract additional business from existing clients
• A highly charged up sales team
Course Objective:
This workshop aims at motivating participants to increase
short-term and long-term sales by equipping them with Effective Closing
Techniques. Topics include Negotiation Skills, Communication Skills,
Presentations, Role Plays, Follow Up, Belief in Products, Motivation and other
important aspects of Sales. A highly motivational journey!
Course Outline:
PERSONAL ATTRIBUTES
Traits of an Effective Sales Professional
• Personal Discipline
and Mannerisms
• Productive
Team Players
• Positive
Energy and Self Esteem
• Organizing
and Time Management
• Motivation
- Internal and External
• Goal
Setting and Planning skills
Win - Win Relationships
• Interpersonal
skills - how to improve them
• Thinking
long term and providing exceptional services
• Exceeding
customer expectations
• Gaining
sound reputation and credibility
Average vs Professional Salesperson
• 6 'Myths'
vs 'Truths' about sales people
• Which human
needs do your customers have?
• Do you have
faith in your products?
• Are you
selling for the sake of selling?
SELLING TECHNIQUES
Buyer Psychology
(Your customer is as aware as you are - perhaps more)
• "People
don't buy products - they buy benefits"
• Understanding
buyer moods and directions
• "What’s
in it for me" (WIIFM)
• Researching
your prospects
• 35 tactics
to influence buyers
• Understanding
body language to your advantage
Why Clients Quit (80 reasons)
Psychology of Closing
• No 'close'
- no 'sale'
• How the closer
manipulates?
• Reverse
psychology for difficult buyers
• Various
proven techniques of 'Closing'
• Collections
of 'greatest closes' - winning strategies
• Graduating
to the level of "The Master Closer"
Leading Your Sales Team
(How to manage a winning sales team)
• Setting
team standards
• Formal
& Informal Communication
• Sales
planning, forecasting & tracking systems
• Motivating
your sales team
Cross - Cultural Selling
• Understanding
Cultural issues
• Becoming a
'Global Player'
• My 'pitch' may
not be the right 'Pitch'
• Operating
at a 'neutral' ground
Who Should Attend?
• Sales Professionals responsible for ambitious targets
• Sales Professionals who need to motivate and manage their
teams
• Managers who need a fresh perspective and innovative ideas on
Presentations, Selling Techniques and Personal Growth Areas
• Sales Professionals who feel that a "low tide" in
economy has hit their sales
Workshop Investment
Course I (Fee per
participant) PKR 12,500/-
Course II (Fee per
participant) PKR 12,500/-
Special Offer Book 3 seats in both courses and Save PKR 15,000
Includes course material, Octara & Intek certificate, lunch,
refreshments & business networking