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Training 

Unlock the secrets to building stronger relationships and closing more deals with our comprehensive course designed for sales professionals. This course focuses on essential skills that every successful salesperson needs when engaging with Key Decision Makers (KDMs). Learn how to build rapport quickly and effectively, understand communication preferences, and tailor your approach for each individual.

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You'll dive deep into powerful questioning techniques that will allow you to uncover the true needs of KDMs, giving you the insights needed to offer the best solutions. Overcome objections with confidence and transform challenges into opportunities, negotiating win-win outcomes that benefit both you and your client.

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Through practical exercises, you’ll hone your negotiation skills, ensuring that you can handle any sales conversation with professionalism and ease. By the end of this course, you will have the tools and strategies necessary to build lasting relationships, address objections with finesse, and navigate complex negotiations to secure more successful deals.

Take the next step in your sales journey and master the art of engaging with KDMs effectively.

Sales Professional, enrolled in the Sell Smarter Sales Course to sharpen their selling skills and boost his team's performance. After completing the course, they gained valuable insights into advanced sales techniques, customer engagement strategies, and lead conversion tactics. Equipped with practical tools and a deeper understanding of the sales process, Now closing more deals, driving higher sales, and confidently leading his team to success.

Closing More 

Sell Smarter Sales Course

Module 1: Building Rapport with Key Decision Makers (KDMs)

Objective: Learn how to establish a strong, professional connection with KDMs quickly.

  • Topics Covered:

    • The importance of first impressions in sales

    • Techniques for building trust and rapport

    • Identifying common ground to create a personal connection

    • Understanding body language and non-verbal cues

    • Adapting your communication style to different personalities

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Module 2: Understanding People’s Communication Preferences

Objective: Master the art of recognising and adapting to different communication styles for more effective interactions.

  • Topics Covered:

    • Identifying the 4 main communication styles

    • How to recognise and respond to different preferences

    • Tailoring your message for each communication style

    • Active listening techniques for better engagement

    • Using empathy to connect with KDMs

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Module 3: Effective Questioning Techniques to Uncover Needs

 

Objective: Use targeted questioning to better understand the needs and pain points of KDMs.

  • Topics Covered:

    • The power of open-ended questions

    • Building a questioning framework to uncover deeper insights

    • Using the SPIN (Situation, Problem, Implication, Need-Payoff) technique

    • How to ask the right questions at the right time

    • Building rapport through insightful questioning

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Module 4: Overcoming Objections with Confidence

 

Objective: Learn how to effectively manage and overcome objections to move the conversation forward.

  • Topics Covered:

    • Common types of objections and how to handle each

    • The art of active listening during objection handling

    • Techniques to reframe objections and provide solutions

    • Turning objections into opportunities for discussion

    • Creating a positive and solution-oriented environment

    • Role-playing objection handling scenarios

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Module 5: Negotiation Skills for Sales Success

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Objective: Develop a broad range of negotiation skills to secure mutually beneficial agreements with KDMs.

  • Topics Covered:

    • The principles of win-win negotiation

    • Identifying common negotiation tactics used by KDMs

    • How to prepare for negotiations by setting clear goals

    • The role of flexibility and compromise in successful negotiations

    • How to manage difficult negotiations and find solutions

    • Closing the deal while maintaining strong relationships

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Module 6: Practising the Skills You’ve Learned

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Objective: Put all the techniques and strategies into practice with guided role-play scenarios and exercises.

  • Topics Covered:

    • Role-playing common sales scenarios with KDMs

    • Practicing rapport-building and communication techniques

    • Using questioning and objection handling in real-time

    • Simulating negotiations and closing deals

    • Self-reflection and feedback for continuous improvement

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Conclusion: Putting It All Together

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Objective: Integrate everything you’ve learned into a cohesive sales strategy.

  • Topics Covered:

    • Recap of key lessons and strategies

    • How to apply your skills to different sales situations

    • Creating a personalised action plan for continued growth

    • Next steps: Continuing your development as a sales professional

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By the end of this course, your team will have developed a solid foundation of sales and negotiation techniques, enhanced ability to communicate effectively with Key Decision Makers, and be equipped with the skills necessary to handle objections, negotiate successful outcomes, and ultimately close more deals.

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