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Outline / Contents - Tactical Selling: MODULE 1: Introduction and Course Overview

This document outlines the contents and modules of two tactical selling courses. The first course covers topics like sales objectives and strategies, assessing sales skills, understanding customer benefits, the sales process funnel, and overcoming fears. It consists of 12 modules. The second course covers improving sales emotional intelligence, sales frameworks, pipeline management, effective conversations, probing questions, sales call agendas, initial meetings, alignment of sales processes, discovery, presentations, messaging, proposals, closing, and handling objections. It consists of 17 modules. Both courses provide learning outcomes and outline topics to be covered in each module to teach participants tactical sales skills.

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Natasha Woo
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51 views

Outline / Contents - Tactical Selling: MODULE 1: Introduction and Course Overview

This document outlines the contents and modules of two tactical selling courses. The first course covers topics like sales objectives and strategies, assessing sales skills, understanding customer benefits, the sales process funnel, and overcoming fears. It consists of 12 modules. The second course covers improving sales emotional intelligence, sales frameworks, pipeline management, effective conversations, probing questions, sales call agendas, initial meetings, alignment of sales processes, discovery, presentations, messaging, proposals, closing, and handling objections. It consists of 17 modules. Both courses provide learning outcomes and outline topics to be covered in each module to teach participants tactical sales skills.

Uploaded by

Natasha Woo
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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OUTLINE / CONTENTS – TACTICAL SELLING

MODULE 1: Introduction and Course Overview


INTRODUCTION TO TACTICAL SELLING

 Defines Tactical Selling and provides and overview of the


workshop. The myth of selling and a look at the changing trend in
selling.
 Sales Objectives, Strategies & Tactics

THE SALESPERSON

 Lead participants to assess themselves as a salesperson and to


determine their prime selling purpose.
 Salesman selling techniques

MODULE 2: Why Do We Contact Our Customers?


Learning outcomes:
Understand the benefits of contact from the company's
perspective, the customer's perspective and the benefits to
you.
Topics covered:

 How Your Company Benefits From Customer Contact


 How Your Customer Benefits From Contact With You
 How You Benefit From Customer Contact

MODULE 3: Starting Out in Sales


 Learning outcomes:
 A great introduction to sales with a discussion centred on
this unique study of two different styles.
MODULE 4: The Sales Process
Learning outcomes:
Learn how the sales cycle works and the dynamic seven step
processes involved from establishing need to deliver and
evaluate.

THE SELLING PROCESS

 Examine the reasons for customer purchase by focusing on the


most important person: The Customer. Understand the “Sales
Funnel” approach to productive sales.
 Strategic Selling Process

SALES FUNNEL ~ CONTACTS

 Examine the source and methods of prospecting and qualifying


prospects.

SALES FUNNEL ~ OPENING PRESENTATION

 Examine the most effective ways to question, listen and verify in


the content of exploring a customer’s wants and needs.

SALES FUNNEL ~ CLOSING

 Working with customer’s objections. Helping customers make a


commitment.
 Examine the verbal and non-verbal buying signals.

SALES FUNNEL ~ FLEXIBILITY

 Developing the “win-win” approach to selling.


MODULE 5: The Fear Factor in Sales
Learning outcomes:
Overcome the myth and discover the most common reasons
that hold salespeople back from opportunity.
Topics covered:

 Defining the Fear Factor


 The Myth of the Fear Factor
 Overcoming the Fear Factor

MODULE 6: Attributes of a Good Sales Person


Learning outcomes:
Realise the opportunity that skills development provides by
reviewing the key attributes that define the successful sales
professional.
Topics covered:

 Core Attributes You Need to Succeed

MODULE 7: The AIDA Sales Model


Learning outcomes:
Understand the four key components in closing every sales
opportunity: attention, interest, desire and action.
Topics covered:

 Outline of the AIDA Model


 Attention - Getting Your Customer
 Interest - Creating Interest in Your Customer
 Desire - Motivating Customers to Buy
 Action - Closing the Sale

MODULE 8: Core Selling Skills


Learning outcomes:
Know the essential skills that can develop exceptional
communication practises into clearly defined methods using
listening, questioning and organisational procedures.
Topics covered:
 Communication Skills in Sales
 Questioning Skills
 Listening Skills
 Getting Organised for Sales

MODULE 9: Handling Objections


Learning outcomes:
Learn how an objection can become an opportunity to develop
sales from the customer's point of view through listening and
asking the right questions.
Topics covered:

 Types of Objection
 Good and Bad Practice when Dealing with Objections
 Objection Handling with the LAAC Process

MODULE 10: People Buy From People


Learning outcomes:
Know and understand the real secrets behind what encourages
people to buy. From the twelve rules of likeability to
understanding the skills of influence.
Topics covered:

 The Rules of Likeability


 The Importance of Empathy
 Preparing to Influence Others

MODULE 11: Making Action Plans


Learning outcomes:
Start your successful journey into sales by using a template to
enable a step by step approach.
Topics covered:

 Your Plan for Sales Success

MODULE 12: Your Personal Action Plan


OUTLINE / CONTENTS – IMPROVING SALES EQ

1. The Power of Human Emotions on decision making


 Introduction to Emotional Intelligence
 Emotional Development
 What is Decision Making

2. The Four Elements of Sales Specific Emotional Intelligence


 4 Components of Emotional Intelligence
 Emotional Intelligence Map

3. Mastering Disruptive Emotions


 Ideas for improving Emotional Intelligence
 EQ Improvement Plan
4. Mastering human influence frameworks
 Intelligent Influence Frameworks

5. Effective qualifying strategies and pipeline management


 Definition of Sales Pipeline
 Building Sales Pipeline
 The stages of Sales Pipeline

6. Four principles of effective conversations

 What is Effective Communication


 Principles of Effective Communication

7. Answering the Five Most Important Questions in sales


 Probing Objectives
 Types of Probing Questions
 Selling Questions

8. Setting effective sales call agendas and avoiding red herrings


 Objectives of Sales Call
 Planning for sales call agendas
 What is Red herrings and how to avoid it

9. Effective initial meetings


 Meeting Purpose and objectives
 What to include in an agenda?
 Leading effective meeting

10. Aligning the Three Processes of Sales


 Importance of Sales & Marketing Alignment
 3 Processes of Sales Alignment – Sales, Buying & Decision
Process
 Challenges of Alignment

11. Discovery and activating the self-disclosure loop


 5 steps of activating the self-disclosure loop
12. Delivering effective demos & Presentations
 Keys to effective Sales Demos and Presentations
 What makes any demo great?
 How to make effective presentations

13. The Bridging Method for presenting solutions


 The Sales Bridge
 Sales Challenges and Solutions

14. Message Matters


 Why the Message matters?
 Positioning and Messaging Framework
 Brand Positioning and Messaging: More Than A Mission
Statement

15. Developing effective proposal


 Proposal Management Process

16. Asking and Closing

 Asking for Sales & Handling Objection


 Types of Sales Closes
 Closing Techniques

17. The Five Step Buying Commitment Objection Framework


 Answer Questions and Objections
 Five Steps of Overcome Sales Objection Framework

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