Personal Sales Mastery

• The Essential Skill sets of Effective Selling during times when no one is buying

• Being in top peak performance state any time and every time

• Aligning your Personal Values to Your Sales Goals to bring out your drive to succeed

Consumer Psychology

• Understanding the 21st Century Consumer Pyramid and what you must do to maximise your sales revenue

• Eliciting the Values of your Customers to make it easier for them to buy

• Rapport-Building Skills even with the most resistant clients

• Differences between Speaking and Selling

• Foundational Buying Model - Understanding how client's make a buying decision.

• NLP™ Communication Model - Learn how to identify and handle the source of ALL objections

• Objection Handling/Sleight of Mouth

• BFA Sales Framework – consumer buying process + Sales Pitch

 

Filters of the Buyer’s Psychology

• 7 Filters of Buyer’s Psychology

• Art of Effective Questioning to extract the filters

• Meta Model Questioning

• 4 Buying Motivators

 

Benchmark Selling

• Emotive Attachment Selling

• Sales Collateral for Effective Sales Pitches (POEM)

 

Objection Handling

• Pre-emptive questioning to lower objection possibilities.

• Filter questions to understand buyer’s values for purchase, and selling to the values.

• The Power of Reframing objections.

• 5 Step Process to handle objections.

• Flip Flop Sales objection techniques.

• Sleight of Mouth objection handling.

• Affect Vs Affected Model of Selling

• Altering client’s beliefs about what product can really do for them.

• To not only affect one area, but to have other areas affected effectively.

 

Sales Process Management

•         Lead Generation Strategies

•         Appointment Toolkit Development

•         Effective Sales Pitch Formulation

•         Customer Relationship as Vendor & Strategic Partner