MODULE 2: SALES SUCCESS FUNDAMENTALS

MODULE 2: SALES SUCCESS FUNDAMENTALS

Sales-WorksheetDownload
man, figure, toys

“Make a customer, not a sale.” – Katherine Barchetti

INTRODUCTION

Have you ever heard of the saying “He/she could sell ice to an eskimo”?

Have you ever felt like sales is reserved for those with the gift of the gab?

Fear not, in this module you will learn the science behind sales in a practical manner that you will immediately be able to implement into your business.

PURPOSE OF THE MODULE

“Good sales people are not born. They are trained “ – Dave Kurlan. Sales like most things in business is a skill and not this mysterious god given gift reserved for the elite of the business world. In this module we aim to debunk the myth and mystery of sales. Sales is the lifeblood of any business and with the Covid-19 pandemic resulting in most businesses worldwide cutting costs, the ability to sell has never been more important for any business to survive leave alone thrive.

MODULE LEARNING OUTCOMES

At the end of this module you, the entrepreneur, should be able to:

  • Understand why sales is the #1 skill in business and in life
  • The six-step sales cycle
  • Understand how to build rapport with any customer
  • The five-step sales closing process
  • How to build an infinite build a sales and leads pipeline

KEY CONCEPTS

Below are some key concepts that will be mentioned throughout the course of this module

SALES=INCOME=LIFEThe better you sell, the better you earn. The better you earn the better you live. If you cannot sell, then you cannot live. Therefore, sales is a life skills
ASKING VS. TELLINGMost people believe that SELLING =TELLING this couldn’t be further from the truth. The secret to becoming great at sales is your ability to ask questions, more importantly the right questions
THE RELATIONSHIP TRIANGLE  The relationship triangle allows anyone to methodically build rapport and find common ground with anyone in a short space of time
THE POWER OF FOLLOWING UP80% of sales are made on the 5th – 12th contact. This is key to ensuring sales are made with new clients
OBJECTIONSMost “No’s” aren’t really No’s but objections. Your ability to handle objections will enable you to turn a clients no into a yes

MODULE FRAMEWORK

The framework of this module is visually represented below:

MODULE STRUCTURE

The structure for this module will comprise of the following:

  • Pre-Course Knowledge Assessment
  • Live Theory
  • Class Activity through recorded videos
  • Post-Course Knowledge Assessment