Selling skills

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Duration
Based Courses
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Learner Level
Based Courses
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Competency
Based Courses
OHL /Courses / /

Courses for

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Prospecting & Connecting

  • D2C vs Traditional Selling
  • Prospecting & Connecting - Intro
  • Call Reluctance
  • Lead Scoring
  • Prospecting with different mediums
  • Inside sales vs outside sales
  • Starting a Sales Conversation
  • Best time to call
  • Prepare Thoroughly - Pre
  • Prepare Thoroughly - Post
  • Mastering Emailing
  • Dealing with Indifference
  • Data - Your prospecting Hero
  • Meet the Audience where they Are
  • Ideal Customer Profile and Buyer Persona for prospecting
  • Personalise effectively
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Developing the right Mindset

  • Product knowledge - You are the Expert
  • Discipline yourself
  • Prioritise What's Important
  • Continuous learning and Reading
  • Continuous Learning - Audio & Experts
  • Continuous Learning - 3 percent Rule
  • Make Every Minute Count
  • Seven Secrets of Sales Success
  • Manage Your Territory Well
  • Set Clear Income and Sales Goals
  • Keep Your Sales Funnel Full
  • Apply the 80-20 Rule
  • Non- verbal communication skills
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Questioning

  • Different questioning techniques
  • Common Mistakes of Questioning
  • Tips to questioning better
  • Questioning Framework - SPIN (What to ask)
  • The Questioning Funnel - The right question at the right time
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Listening

  • Active listening
  • Barriers to Listening
  • Effective Listening - Tips
  • Listening etiquette for Inside Sales/ Remote selling
  • Listening in Social Selling
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Qualifying

  • Sales Qualification - Meaning and Importance
  • Qualifying and classifying leads
  • Qualification Framework - BANT
  • Qualification Framework - MEDDIC
  • Common Sales Qualification Questions
  • Qualification Framework - CHAMP ANUM FAINT GPCTBACI
  • Qualification Dos and Don'ts
  • Disqualification - Reasons and Importance
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Presenting & Recommending

  • Sales Presentation - Meaning and Requisites
  • Five vital aspects to focus on while Presenting
  • Sales Presentation structure or layout
  • Understanding Buyer Hesitancy and overcoming it via your sales pitch
  • Brand and Value proposition, DVP/OVP - Essentials of a sales pitch
  • Product Demonstrations
  • Power of Storytelling in a Sales Pitch
  • Presenting Benefits not Features
  • Tips for Effective Presenting & Mistakes to Avoid
  • Types of Sales Pitches
  • Elevator Pitch
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Objection Handling

  • Objection Handling in Sales - Introduction
  • Sources of Objections
  • Types of Objection - Time Objection
  • Types of Objection - Need objection
  • Types of Objection - Price objection
  • Types of Objection - Product objection
  • Types of Objection - Competitor Objection
  • Types of Objection - Trust objection
  • Types of Objection - Authority Objection
  • Types of Objection - Budget objection
  • Types of Objection - Brush Offs
  • Objection Handling Approaches - Intro
  • Objection Handling Approaches - LACE
  • Objection Handling Approaches - LAER
  • Objection Handling Approaches - LAARC and LAIR
  • Objection Handling Approaches - Mirroring
  • Objection Handling - Accepting Rejection
  • Objection Handling - Dos and Donts
  • Objection Handling - Overall process
  • Objection Handling Approaches – Feel-Felt-Found, Tip the bucket and Boomerang
  • Objection Handling Approaches - Chunking, Objections - Reframe, Rename, Reprioritize
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Influencing

  • Influencing – Role and Attributes
  • Influencing Techniques
  • Influencing - Cialdini's 7 Principles
  • TIPS to Effective Influencing
  • Influencer Marketing
  • NLP Approach to Influencing
  • How to build Sales Influence – Framework
  • Barriers to Successful Influencing
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Negotiating

  • Understanding Sales Negotiation
  • Types of Negotiation
  • Strategies to Negotiate Successfully
  • Process of Negotiation
  • Negotiation Myths and Mistakes
  • BATNA
  • Anchoring in Negotiation
  • Negotiation Styles
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Closing The Sale

  • Sales Closing - Meaning & Importance
  • How to Close a Sales Deal - The process
  • Effective Closing Statements
  • Closing Framework - Always be Closing/ Consulting
  • Closing Tips and Best Practices
  • Closing - Pitfalls
  • Sales Closing Techniques- I
  • Sales Closing Techniques- II
  • Sales Closing Techniques- III
  • Closing Requirements
  • Closing Signs your prospect is ready
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Cross-Sell Upsell & Retention

  • Nurturing post sales - need and importance
  • Customer retention
  • Nurturing through follow-up and feedback
  • Referrals – meaning, importance and identifying opportunities
  • How to ask for referrals
  • Preventing buyer’s remorse
  • Up-selling Cross-selling
  • Strategies for Nurturing – Keep the conversation going
  • Leveraging social media to nurture
  • Asking for referrals on different mediums
  • Content Marketing for nurturing
  • Understanding common Sales metrics
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