The Ultimate Salesperson

Duration: 1 Day + 2 x ½ day follow up (4 weeks)

Program Overview:

This program is specifically tailored for newly appointed leaders who are transitioning into people management roles while also overseeing or guiding sales activities. Recognizing the dual responsibility of managing teams and driving sales success, the course is designed to equip these leaders with the essential skills needed to excel in both areas. Participants will first focus on building a strong foundation in people management, learning how to lead, motivate, and support their teams, while fostering a positive, performance-driven work culture. The program also covers the simplified sales process, breaking down the stages from prospecting to closing, ensuring that leaders understand how to guide their teams through each step with confidence. Key sales techniques will be explored, including effective communication skills, which are crucial for building rapport with customers and understanding their needs. Participants will also learn lead generation strategies, equipping them with the tools to identify and qualify potential leads, and closing techniques that ensure higher conversion rates and sustained customer relationships. By the end of the course, these new leaders will be well-prepared to lead their teams to success, balancing effective people management with driving strong sales performance and achieving organizational goals.

Module 1: The Simplified Sales Process

• Understanding the Sales Cycle:

  • Overview of the Sales Process: From Lead Generation to Closing the Deal

  • Identifying Key Stages in the Sales Funnel

  • Importance of Each Stage in Converting Leads to Customers

• Breaking Down the Sales Process:

  • How to Simplify the Sales Journey for Your Team

  • Aligning Sales Goals with Business Objectives

  • Practical Application: Case Study on Sales Cycle for New Leaders

Module 2: Selling Benefits Vs. Features

• Features vs. Benefits:

  • Understanding the Difference Between Features and Benefits

  • Why Benefits Sell: Focusing on How the Product or Service Solves the Customer’s Problem

  • Crafting Compelling Messages: Translating Features into Tangible Benefits

• Communication Techniques for Selling Benefits:

  • Using the AIDA Formula (Attention, Interest, Desire, Action)

  • Framing the Value Proposition to Engage the Customer

  • Practicing Sales Pitches: Benefits-Focused Messaging for Maximum Impact

Module 3: Essential Communication Skills for Selling

• Building Rapport with Customers:

  • Effective Listening and Empathy in Sales Conversations

  • Asking Open-Ended Questions to Understand Customer Needs

  • Active Listening Skills to Build Trust and Strengthen Relationships

• Persuasion and Influence in Sales:

  • Using Persuasive Communication to Guide the Customer Towards Making a Decision

  • Handling Objections with Confidence and Tact

  • Negotiation Skills for Leaders: Leading Your Team Through Complex Sales Conversations

• Non-Verbal Communication:

  • Body Language and Its Role in Sales Interactions

  • Voice Tone and Modulation: Conveying Confidence and Authority

Module 4: Sales Fundamentals

• Lead Generation and Conversion:

  • Methods for Generating Quality Leads: Inbound and Outbound Strategies

  • Converting Leads into Customers: Qualification, Engagement, and Follow-Up

  • Utilizing CRM Tools to Track and Convert Leads Efficiently

• Up-sell and Cross-sell Techniques:

  • Identifying Opportunities for Up-sell and Cross-sell During the Sales Process

  • Training Your Team to Spot Potential Opportunities in Customer Interactions

  • Practical Exercises on How to Introduce Up-sell and Cross-sell Offers without Being Pushy

• Closing Techniques:

  • The Art of Closing: Knowing When and How to Ask for the Sale

  • Closing Techniques: Assumptive Close, Urgency Close, and Direct Close

  • Handling “No” and Turning Rejections into Future Opportunities

  • Role-Playing: Closing the Sale in Various Customer Scenarios

Program Delivery:

• Mode of Delivery:

  • Workshops, Group Discussions, Role-Playing, and Case Studies

  • Practical Simulations for Sales Conversations and Negotiations

  • Personalized Feedback and Action Planning for Individual Leaders

• Target Audience:

  • Newly Appointed Leaders in People Management Roles

  • Sales Managers, Team Leaders, and Supervisors

  • Individuals Overseeing Sales Teams or Customer Interaction Departments

Program Outcomes:

• Develop an understanding of the simplified sales process and how to apply it within a leadership context.

• Master key sales techniques such as selling benefits vs. features, lead generation, conversion, and closing.

• Build essential communication and persuasion skills that can be transferred to managing and guiding sales teams.

• Equip yourself with tools for team coaching and performance management in sales-related environments.

• Strengthen your leadership role by improving team sales performance and customer interaction strategies.