Relationships, Attitudes, Values & Perceptions
Understanding the new values, motivations and perceptions people bring to doing business today. How these new factors need to be integrated into professional selling plans for business to consumer and business to business marketing.

Selling to Different Personality Types
How to identify different personality types and how best to relate to each one. Learn how to tailor material and the sales process to address each customer personal style, priorities and motivations.

Power Influence Skills
How to use active listening, observing, questioning and verifying skills to uncover customer concerns and circumstances. Understand the importance of empathy to build rapport.

How to Use Product Knowledge
Learn how to plan and use product knowledge for maximum effect. Know how much to use and when, without overwhelming the customer and being too pushy.

Managing Objections & Obstacles
Learn key ideas on how to manage obstacles that get in the way of the sale. Learn skills in analysing the most common objections encountered and how to tailor a professional response.

Asking for the Business
How to present a sales solution proposal to build interest and customer commitment. Understand the different sales closing options to match the customer style and circumstances.

Cross Selling Opportunities
Learn how to use leverage to maximise cross-selling and companion selling opportunities to build turnover and enhance profitability.

Success through Positive Motivation
Practical concepts on how to keep on track and motivated even in the most difficult sales situation and when managing aggressive customer behaviour.