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Body Language: Reading Body Language as a Sales Tool

Body Language: Reading Body Language as a Sales Tool
 
 
 

Course-Objectives-text

Course over view    
Body language can make or break our efforts to establish long, trusting relationships. Our body language can help to reinforce and add credibility to what we say, or it can contradict our words. Understanding what signals you are sending, as well as being able to read the signals that your clients send, is an essential skill in sales and throughout our lives. What is your body language saying about you? Find out in this one-day workshop!
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
 
Course Objectives
Apply your knowledge of body language to improve communication
Understand the impact of space in a conversation
Understand the nuances of body language from a range of areas including your face, hands, arms, legs, and posture
Use mirroring and matching techniques to build rapport
Shake hands with confidence
Dress for success
Course-Class-Duration-text
1 Day Training
 
Course-outline
Course Modules
Module 1: Body Language
Module 2: Give Me Some Space!
Module 3: What’s Your Face Saying?
Module 4: What’s Your Body Saying?
Module 5: Pre-Assignment Review
Module 6: Mirroring and Leading
Module 7: Monitoring Your Posture
Module 8: Dressing Up
Module 9: Shaking Hands
Module 10: How Are You Doing?

Influence and Persuasion

Influence and Persuasion
 
 

Course-Objectives-text

Course over view
When we talk about influence and persuasion, we often talk about marketing and sales. However, we influence in many ways and with great frequency. If you want a raise, sometimes you need to persuade your boss. If you want to convince your team to adopt a change, help your staff make choices, or choose the best place for lunch, there is often influencing taking place. This workshop will help participants learn how to influence and persuade in a variety of areas.
Course objective
Make decisions about using persuasion versus manipulation
Apply the concepts of pushing and pulling when influencing others
Use different techniques for getting persuasive conversations and presentations underway
Make a persuasive presentation by using the 5 S’s
Apply storytelling techniques to extend influence
Leverage concepts of linguistic programming in everyday influence and persuasion
Course-Class-Duration-text
1 Day Training
 
Course-outline
Course Modules:
Module 1: Understanding Persuasion
Module 2: Preparing to Persuade
Module 3: Getting Off on the Right Foot
Module 4: Presentation Strategies
Module 5: Using Stories to Persuade
Module 6: Using Neuro Linguistic Programming
Module 7: Workshop Wrap-Up
 

Prospecting for leads

Prospecting for leads          
 
Course-Objectives-text
Course over view                
Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago.
Participants will become skilled at prospecting and learn the 80/20 rule. They will learn to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.
Course objective
Understand the importance of expanding their client base through effective prospecting.
Learn how to use a prospecting system to make them more successful.
Be able to identify target markets and target companies with the 80/20 rule in mind.
Know how to develop and practice networking skills at every opportunity.
Know how to develop, refine, and execute the art of cold calling
Course-Class-Duration-text
1 Day Training
 
Course-outline
Course Modules
Module 1: Targeting Your Market      
Module 2: The Prospect Dashboard     
Module 3: Setting Goals          
Module 4: Why is Prospecting Important?  
Module 5: Networking
Module 6: Public Speaking             
Module 7: Trade Shows           
Module 8: Regaining Lost Accounts        
Module 9: Warming Up Cold Calls        
Module10: The 80/20 Rule       
Module11: It’s Not Just a Numbers Game
Module12: Going Above and Beyond       
Module13: Workshop Wrap-Up           
 

Building Relationships for Success in Sales

Building Relationships for Success in Sales 
 

Course-Objectives-text

Course over view
No one questions that making friends is a good thing. In this workshop, participants will discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships. Strategic friendships will make or break any business, no matter how big and no matter what kind of market. "     

Course objective
The benefits of developing a support network of connections.
How building relationships can help you develop your business base.
How to apply communication techniques to build your network.
The key elements in strong working relationships, and how they might put more of these elements in your working relationships.
Key interpersonal skills."
 
Course-Class-Duration-text
1 Day Training
 
Course-outline
Course Modules
Module 1: Focusing on Your Customer       
Module 2: What Influences People in Forming Relationships?
Module 3:Disclosure
Module 4: How to Win Friends and Influence People
Module 5: Communication Skills for Relationship Selling        
Module 6: Non-Verbal Messages   
Module 7: Managing the Mingling  
Module 8: The Handshake
Module 9: Small Talk       
Module10: Networking   
Module11: Workshop Wrap-Up    
 

Selling smarter

Selling smarter  
 

Course-Objectives-text

Course over view 
It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it often underrated and misunderstood. The backslapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.     
Course objective 
Explain and apply concepts of customer focused selling.
Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
Apply success techniques to get the most out of your work.
Understand productivity techniques to maximize your use of time.
Identify ways to find new clients and network effectively."
 
Course-Class-Duration-text
2 Days Training
 
Course-outline
Course Modules
Module 1: Selling Skills
Module 2:The Sales Cycle        
Module 3: Framing Success      
Module 4: Setting Goals with SPIRIT!   
Module 5: The Path to Efficiency         
Module 6: Customer Service    
Module 7: Selling More           
Module 8: Ten Major Mistakes
Module 9: Finding New Clients     
Module10: Selling Price           
Module11: Workshop Wrap-Up           

Dynamite Sales Presentations

Dynamite Sales Presentations            
 
Course-Objectives-text
Course over view 
A great sales presentation does not demand that you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell and your understanding of their problems and the solutions they need. and discussing what will take place during the workshop.

Course objective
Identify the key elements of a quality proposal
Perfect your first impression, including your dress and your handshake
Feel more comfortable and professional in face-to-face presentations
Write a winning proposal
Feel more comfortable and professional in face-to-face presentations"
Course-Class-Duration-text
2 Days Training
 
Course-outline
Course Modules
Module 1: Getting Down to Business   
Module 2: Writing Your Proposal         
Module 3: Getting Thoughts on Paper 
Module 4: Basic Proposal Formats       
Module 5: Expert-Editing Tips   .
Module 6: Getting Ready for Your Presentation           
Module 7: Elements of a Successful Presentation        
Module 8: Dressing Appropriately       
Module 9: Presentations         
Module10: Workshop Wrap-Up           
 

Business and Proposal writing

Business and Proposal writing
 

Course-Objectives-text

Course over view 
We all know what good writing is. It’s the novel we can’t put down, the poem we never forgot, and the speech that changes the way we look at the world. Good writing is the memo that gets action and the letter that says what a phone call can’t.
In business writing, the language is concrete, the point of view is clear, and the points are well expressed. Good writing is hard work, and even the best writers get discouraged. However, with practice you can feel more confident about your own writing. This two-day workshop will give participants the tools to become better writers.
It is essential to understand how to write reports and proposals that get read. We write reports in a range of formats and a variety of purposes. Whether you need to report on a product analysis, inventory, feasibility studies, or something else, report writing is a skill you will use again and again.
Course objective 
The value of good written communication.
How to write and proofread your work so it is clear, concise, complete, and correct.
How to apply these skills in real world situations.
Understanding the proper format for memos, letters, and e-mails.
Prepare reports and proposals that inform, persuade, and provide information.
Review your work so that it is clear, concise, complete, and correct.
Apply these skills in real work applications.
Course-Class-Duration-text
2 Days Training
 
Course-outline
Course Modules
Module 1: Why Write
Module 2: The Four C’s
Module 3: Word Agreement  
Module 4: Active and Passive Voice   
Module 5: Sentences and Sentence Types     
Module 6: Readability Index   
Module 7: Manners and Courtesy     
Module 8: Practical Language  
Module 9: Inclusive Language 
Module10: Sentence Construction     
Module11: Punctuation        
Module12: Writing Business Letters   
Module13: Writing Effective E-mails  
Module14: Spelling and Proofreading 
Module15: Writing Memos    
Module16: Reviewing Your Writing    
Module17: Writing Challenges
Module18: The Stages of Report Writing       
Module19: The First Stage – Investigating      
Module 20: The Second Stage – Planning       
Module 21: The Third Stage – Writing
Module 22: The Fourth Stage – Revising       
Module 23: Using Headings    
Module 24: Charts and Graphs
Module 25: The Proposal       
Module 26: Practical Application       

Overcoming objections to nail the Sale

Overcoming objections to nail the Sale
 
 
Course-Objectives-text
Course over view 
We are always looking for ways to overcome customer objections and close the sale. This one-day course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.        
Course objective
Identify the steps you can take to build your credibility.
Identify the objections that you encounter most frequently.
Develop appropriate responses when prospective buyers throw you a curve.
Learn ways to disarm objections with proven rebuttals that get the sale back on track.
Learn how to recognize when a prospect is ready to buy.
Identify how working with your sales team can help you succeed.
 
Course-Class-Duration-text
1 Day Training
 
Course-outline
Course Modules
Module 1: Building Credibility
Module 2: You’re Competition
Module 3:Critical Communication Skills        
Module 4: Observation Skills  
Module 5: Customer Complaints       
Module 6: Overcoming Objections     
Module 7: Handling Objections         
Module 8: Pricing Issues        
Module 9:How Can Teamwork Help Me?
Module10: Buying Signals      
Module11: Closing the Sale     .

 

 

 

 

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