Sales Skills Training Course By Oak Innovation


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Instant training courses on sales skills

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  • 106 Powerpoint slides, to deliver the course.
  • 79-page participant manual, to guide learning.
  • 8 train-the-trainer guides, to add extra value.

From this 1-day course, participants will identify the main obstacles that can block sales and understand how to view selling as a process.

Your course participants will also learn about a range of sales techniques and be able to use them to build an effective sales process that delivers better sales results.

The course will meet the challenges faced by staff responsible for selling and sales within professional service organizations. This includes all line staff, supervisors, owner-managers, and business managers.

Let’s explore what you will receive.

Learning objectives

At the end of this training course your participants will be able to:

  • Identify the main obstacles that can block sales.
  • Understand the nature of selling viewed as a process.
  • Understand a range of sales techniques.
  • Use these techniques to build an effective sales process.
  • Deliver better sales results.

Course outline

In an effort to provide you with as much value as possible, we’re going to show you how to deliver the key sections of this training course.

We’ve divided this training course content into 8 key steps.

1. Selling
With the right skills, sales situations don’t feel so overwhelming.

Here’s where it gets interesting.

Use the content provided to:

  • Discuss the concept of selling professional services.
  • Explore the reasons why people don’t buy.

During this first section, share your perspectives on selling within professional service companies. Your experiences and reflections will make the content more meaningful to your audience.

2. The selling equation
One of the tricky parts about delivering any course is ensuring you present the right content for the right people.

When you think about it, this makes sense.

With that in mind, before exploring the selling equation, ask your audience:

  • Do you have much sales experience?
  • Where did you get that experience?
  • What jobs do you do now?
  • What do you struggle with?

The purpose here is to identify aspects of most value to your audience. The more you can drill down on these needs, the better.

This will also help you speak the same language as your audience. And, to connect with them at a deeper level.

Next, use the content provided to highlight the selling equation:

Activity x Skill x Attitude = Results

Here, activity relates to the number of clients visited and the number of proposals generated.

Skill, on the other hand, is the ability to convert proposals to sales.

Attitude is the professional and enthusiastic approach that is applied. And results are the number of sales generated.

A great way to further connect with your audience is to incorporate group discussions. And, if available, industry-specific examples.

3. Managing first impressions
The first step in managing impressions correctly is to decide what impressions need to be managed. This comes from also knowing how to influence buying decisions.

You can use the content to:

  • Discuss the critical role of managing first impressions.
  • Explore how to influence buying decisions.

4. Stages of a sales call
Remember, your audience is looking for content that will make a difference in their lives. They’re seeking to improve their skills.

So, bring them to that space.

And, hook them with great content.

At this stage in the course, you can use the content to:

  • Discuss the stages of the sales call.
  • Highlight the AIDA Formula. Here, the person that wants to convert a sale will gain the attention of the customer; they then build the customer’s interest in the service available to create desire for the service and then moves to get the customer to take action and buy the service.
  • Explore presentation skills.
  • Discuss the concept of believability. This involves using specific action-oriented and results-oriented statements to build a customer-focused solution.

To foster more engagement, incorporate examples from your own experiences in sales.

When you connect with your audience emotionally, they’re more likely to stay engaged with your content.

5. Communication skills
Sales skills are all about great communication.

But what if your audience doesn’t understand the skills required, what should you do?

With this in mind, use the content provided to explore these core sales skills:

  • Getting information.
  • Questioning skills.
  • Powerful words for questions.
  • Pitfalls in questioning
  • Listening skills.
  • Active listening.

Pay close attention to the reactions of your audience – these will inform you on how much they understand.

6. Client expectations
Being unaware of client expectations is a sure sign that your audience is not yet ready to close sales.

We want you to keep this in mind as this is something we frequently hear from clients that sell over the phone.

A lot of people new to sales can overestimate their ability to gauge client expectations. As a heads up, use the content provided to explore this critical skill.

7. Documents
No matter what a company is selling, documentation management is essential.

Without the right documents, it becomes a hassle for everyone involved.

And, important sales can be lost.

With this in mind, use the content provided to”

  • Outline the client record card.
  • Explore how to craft a proposal.
  • Discuss buying signals and the role of price.

8. How to close the sale
Interested in teaching your audience how to close a sale, but don’t know where to start?

Keep reading because here’s where it gets even more interesting.

In this final section, you can use the content to:

  • Explore effective closing techniques.
  • Examine the critical role of non-verbal communication.
  • Discuss aspects like the use of eye contact, personal space, and how not to lose a sale.

What you’ll get

  • 106 Powerpoint slides, to deliver the course.
  • 79-page participant manual, to guide learning.
  • 8 train-the-trainer guides, to add extra value.
  • Practical exercises, to enhance all learning.
  • Further reading list, for your course participants.
  • Course evaluation form, tests, and action plan.
  • Easy to present, no experience required.

Order now

$79.00Add to cart

Free train-the-trainer guides

With all Oak Innovation training course products, you’ll receive 8 free train-the-trainer guides that will add extra value to your training courses.

  • Training icebreakers.
  • How to select training materials.
  • Training games.
  • How to increase participation.
  • Learning how to improve your questioning skills.
  • How to improve your listening skills.
  • Learn how to deal with difficult people.
  • How to evaluate training courses.

Here’s what people have to say about us.
I would like to take this opportunity to express my learning experience for Oak Innovation. I really enjoyed the way, methodology, and contents of the course. The course contents are enriched with practical exercises, examples, problem-solving models, and key definitions. It also puts flash on further reading, materials, and books to be consulted for in-depth exposure of the subject topic. Hence I strongly recommend this course to the professionals of various sectors of the industries because it will enable and upgrade them from the ordinary level of skills to breakthrough level of skills. Professionals can enjoy cost-effective management training solutions in their industry.

Farhan Majeed Country Consultant GIIM-Pakistan

WOW!!! An extremely thorough program. Covered the subject from beginning to end.

Stephen Fraundorfer

Explore more customer stories

Frequently asked questions

What is selling?

People buy for many reasons that include:

  • To avoid pain.
  • To reduce risk or loss.
  • Prestige or Ego.
  • Money.
  • Enjoyment, pleasure or comfort.
  • For others.

What are the main stages of a sales call?

The typical sales call has four identifiable stages. These are:

  • The opening.
  • The presentation.
  • The closing.
  • The departure.

What are the five main types of sales questions?

There are five main types of sales questions:

  • Open.
  • Probing.
  • Reflective.
  • Hypothetical.
  • Closed.

Give some examples of buying signals?

Examples of buying signals can happen when the client:

  • Asks for the price.
  • Asks for more details.
  • Starts to calculate numbers.
  • Asks about availability or start dates.
  • They show sudden friendliness.

Can I edit these training course materials?

Yes. You can even add your logos and deliver them as your own.

Sales Training Course Materials
Sales Skills Training Course By Oak Innovation