Selling Skills Assessment

• Sales Competency Model
• Behaviors, Characteristics and Skills of a Successful Salesperson

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

Sales Closing

• 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.

Relationship Management (Partnering with Customers)

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

Sales Win-Win Negotiations

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

NLP and Emotional Intelligence in Selling

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