WORKSHOP CONTENTS

Part One: 
The Psychology of Selling
You will learn:

• Get what you want, faster than you ever thought possible 
• Easily rally the people around you to help you reach your goals 
• Become absolutely indispensable to your company and climb the ladder fast 
• Dramatically increase your income 
• Gain control over every aspect of your life 
  

Part Two: 
Why People Buy
Learn the basic rule of selling, how to understand buying psychology, the aim of all buying behavior, seven key question you must answer, 2 things you must accomplish, conducting a GAP analysis with each prospect, helping customers reduce risk.

Part Three: 
Influence and Persuasion Strategies
Learn why some customers buy quickly, without hesitation & others don't, the most powerful buying influence, the Low of Incremental Commitment, the importance of emotion in selling, the use of authority to overcome objection, the power of scarcity.

Part Four: 
Relationship Selling
The success of a business or a sales career depends on relationships selling and customer loyalty. In today’s competitive market, customers are very difficult and expensive to acquire and they can represent tremendous value to an organization. In fact, customer satisfaction can be the most valuable single asset that a company can acquire during its lifetime. Your job, no matter where you are in the private sector, is to help your company attract, acquire and keep customers indefinitely. They make all the difference between success and failure.

Part Five:
Identifying Needs Accurately
Asking good questions to learn exactly how and why your product or service is the ideal choice for this customer. The most important thing you can do as a salesperson is uncover the true needs or problems of the prospect that your product can solve.

Part Six: 
Closing the Sale
Closing the sale is a logical step in a professional sales process. You first assure that the customer has no lingering questions or objections and then you invite the customer to make a buying decision. This should be simple, straightforward and stress-free.
There are practiced, professional ways of asking for the sale that are ideal for different products and services. One of your jobs is to learn how to close the sale painlessly and professionally and move on to completing the paperwork and delivering the product or service.

Part Seven: 
Getting Re-sales and Referrals
The final step in the sales process is taking such good care of the customer that the customer buys from you again and again, and tells his or her friends.
The key to getting referrals is to “be referable.” Respond quickly to customer needs or problems. Ask for referrals after each customer interaction. Follow-up and report back to the customer with what happened when you contacted the referral.
The good news is that every salesperson in the top 10% today started in the bottom 10%. All sales skills are learnable. You can learn any sales skill you need to learn to achieve any sales goal you can set for yourself. There are no limits except the limits you place on yourself.
Your ability to sell more, better, faster, and more efficiently than before is the key not only to your personal success as a salesperson, but to the success of your company, as well.