About this course
How to: Sell Anything will transform your understanding and approach to selling, using practical and effective techniques to increase your influence. It will show you how we all rely on salesmanship: whether you’re an account manager or an artist, an entrepreneur or an engineer – the secret of success is your ability to get a yes.
About the instructor
Gavin Presman is one of the UK’s leading Sales Trainers. As a Master Practitioner of NLP, and Global Catalyst Trainer, Gavin’s training style is informal, yet focused on results. He has won a coveted National Training Award, as well as being commended as the “best rated trainer EMEA” for Microsoft in 2013. He has demonstrated products in markets, malls and exhibitions, sold photocopiers and faxes, sold door to door, on the phone, and been a Sales Director in Radio and Television.
What you will learn
Combining 15 years of experience in sales and motivation with the latest psychological research into the science of influence, this workshop demonstrates how selling is fundamental to our professional and personal lives, and that the strategies and conventions of influence are inextricably bound to our day-to-day interactions. The workshop is built around the key factors that motivate us to buy in the first place, so you can create selling solutions that provide the best deal for everyone.
The session will mix successful case studies and proven methods with interactive learning and activities. You’ll use the secrets of successful salespeople as a starting point in crafting your own solutions, which you’ll refine using discussions and practice exercises. By helping others understand what they really want and how you can help them get it, you’ll increase both the number and the quality of your positive returns – when people say yes to you, they’ll mean it. You’ll depart ready to apply your new skills to your own situation.
Content can include:
- Introductions and objectives
- What is professional selling?
- The psychology of buying (and selling)
- Avoiding being pushy
- The 5-step structure to sell anything
- The AIM process for prospecting
- Opening powerfully by phone or email
- Asking the right questions
- Active listening
- Selling Benefits using the FAB process
- Building and agreement staircase
- Building powerful rapport
- Closing effortlessly
- Overcoming key objections
- Enjoying the sales process
- Building confidence in your sales skills
Who is this for?
Anyone who has to persuade others to part with resources: money, attention, effort or time. Whether you’re in a sales role or entirely different environment, if your work life involves getting people to accept what you have, this workshop will increase the confidence and coherence of your everyday negotiations. All you need for the session is a desire to learn, and a willingness to be open and honest about what you want from yourself and from others.