Selling Skills Assessment

• Sales Competency Model
• Behaviors, Characteristics and Skills of a Successful Salesperson
• Identifying Strengths and Weaknesses in Selling

Types of Selling

• Strategic Selling and Buyers Influence
• Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
• Retail (Face-to-Face) Selling
• Relationship (Consultative) Selling
• SPIN? Selling: The SPIN? Sales Model
• Characteristics of Different Selling Models, Types and Structures

Relationship Management (Partnering with Customers)

• Technologies or Methods for Maintaining Customer Information
• Customer Relationship Management (CRM)
• Strategies to Maintain Communication with a Customer
• Customer Marketing Pyramid
• Relationship Marketing Management
• Consultative Selling and Engaging the Customer in Dialogue
• Life Time Value of a Customer (LTV)
• Conflict Handling Techniques

Sales Closing Techniques

• Attitude of the Sales Professional
• Dealing with Customer Objections
• Various Closing Techniques
• The Feel Felt Found Approach
• Strategies to Respond to Common New Business Objections

Sales Win-Win Negotiations

• The Phases of Sales Negotiations
• The Harvard Model Applied to Sales Negotiation
• The Art of Bargaining and Concessions Handling

Neuro Linguistic Programming (NLP) and Emotional Intelligence in Selling

• Defining NLP
• Implications for Marketers, Sales and Advertising People
• Hypnotic Marketing and Hypnotic State Inducing Vocabulary
• Mind Reading