Short Courses

Power Selling

Duration: 3-days
Max. Participants: 16
Facilitators: 1
NQF Level: 5

About the programme:

The purpose of the programme is to give sales people the skills and knowledge to define a solid sales strategy that will work within their specific selling environment. ‘Power-selling’ is aimed at the sales person who is serious about making successful sales and keeping clients over a long period of time. A large part of the programme focuses on the individual and his/her personal mind-set and orientation towards successful selling. The programme is a concise well-planned intervention that should benefit both experienced and novice sales people.

The workshop outcome:

On completion of the programme each individual will have developed a unique sales strategy with the following components:

  • The purpose of the sale
  • A ‘before the sale’ strategy
  • A ‘during the sale’ strategy
  • A ‘after the sale’ strategy

Specific outcomes of the workshop content:

Participants will achieve the workshop outcome by being able to:

1. Develop an individual ‘game plan’ or ‘sales strategy’.
2. Develop the art of getting the client what he/she wants instead of getting what you want.
3. Understand the sales process.
4. Understand the vital functions of selling.
5. Know how to keep your customers and ‘Add-On selling’.
6. Know how to motivate people to buy.
7. Work with the tough customer.
8. Know skills to master the art of closing.
9. Know self-motivation techniques in sales.

Training methodology:

The methodology is based on interactive learning, i.e. learners will learn by doing. Furthermore learners will use examples from their own environments, thus ensuring that the learning is anchored at their workplace. Most of the interactive learning will take the form of simulated exercises where participants negotiate sales deals or demonstrate the skills taught.
As with all DCT training programmes, we strive to effect actual change back at the workplace through effective and practical outcomes based training.

© 2003 DCT Consulting (Pty) Ltd: 2001/013615/07

















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