Sales Skills Masterclass – Upselling and Beyond

Overview

Sales Skills Masterclassis a higher level Sales Skills Short Course specially created for the accomplished sales professional to take his/her game to the next level.

You will learn the ‘secrets’ behind the success of a number of New Zealand’s most accomplished salespeople…and how you too can develop the ‘art’ of being a true sales champion.

Excellent use is made of case studies and situation management to achieve outstanding results.

Topics Covered

• “Hunters Incorporated”. The common denominators of success in sales. A study of a selection of New Zealand’s top performing salespeople, who they are, where they have been and how they manage the sales process.
• Understanding the mind and motivations of your prospects/clients.
• Building your ‘brand’ through consistency, positive and powerful presentations and follow through.
• EQ vs IQ : Why having the ‘street smarts’ is more important than having a university degree.
• The art of prospecting fearlessly to grow your client base and how to overcome call reluctance.
• How to cement the relationship with your existing clients so that your competitors do not have a chance.
• Becoming a true business partner to ensure that the orders will flow in and price will not be a regular item of discussion.
• How to sell value against price-cutting competition.
• “Don’t milk mice”.  Organising your clients, and your time and effort, to get the best “bang for your buck”.
• Selling to different, demanding and difficult personalities and how to get into your client’s head.
• Negotiating winning outcomes for you and your business partners.
• What to do when your eye drops off the ball or when you have a sales slump.
• Keys to being positive and staying motivated when the going gets tough.
• The art of thriving on stress and staying sane in a crazy and changing world.
• Case studies are a feature of this Short Course and your involvement is assured.

Who should attend

• High achieving salespeople
• Sales Managers of high performers
• Salespeople who are motivated to lift their game…and who are not sure how to get there

Outcomes

This Short Course will equip you to lift your game and exceed your sales expectations.