Target Audience
Sales Persons, Account Managers and Sales Managers. Programme Standards
- Maximum 8 attendees - 30 days of one to one support - E-Booklet - Programme director/s with at least a Masters Degree in the subject and ten years or more working experience - Convenient morning timings or in-house at any time for a minimum of two bookings - Can be configured to address a number of professions and industry sectors - Via Skype Interactive Environment - Available in-house for a minimum of two bookings at no extra cost Price
EUR495 ex VAT per participant via Skype or EUR595 ex VAT at your office. |
Authentic Selling Masterclass
Selling isn’t just a job—it’s an art form, a way of connecting people with the solutions they need and a profession. Yet too many sales professionals settle for being order takers, passively accepting what comes their way, instead of stepping into the powerful role of order makers—innovative, confident, and authentic creators of value. This masterclass will transform your mindset, skills, and approach to selling. You’ll discover how to build genuine relationships, ignite trust, and align your solutions with the deepest needs of your clients. Whether you’re a seasoned pro or just starting out, this course will empower you to sell authentically and effectively. Stop taking orders; start making them. The future of your success begins here. Topics Covered
The Mindset Shift - Becoming an Order Maker Learn why authenticity is the foundation of successful selling. This module delves into the critical difference between order takers and order makers, with a focus on mindset transformation. You’ll explore limiting beliefs about sales and discover strategies to adopt a proactive, value-creation mindset. Understand how to shift from transactional thinking to relational selling, where trust, empathy, and curiosity are your strongest tools. By the end, you’ll feel empowered to redefine your role as a sales professional, embracing authenticity and stepping confidently into your potential as a value-driven order maker. Understanding the Modern Buyer Today’s customers are savvy, informed, and selective. This module equips you with insights into modern buyer psychology and behaviour. Learn how to identify their pain points, motivations, and decision-making triggers. Uncover strategies for active listening and crafting questions that reveal deeper, unspoken needs. Gain tools to map the customer journey and tailor your approach to meet their expectations. By understanding your buyer on a deeper level, you’ll position yourself as a trusted advisor, not just another salesperson. Building Trust Through Authentic Connection Trust is the currency of modern selling. This module teaches you how to create genuine connections that foster long-term client relationships. Explore techniques to build rapport authentically, read body language, and adapt your communication style to match your client’s preferences. You’ll also learn how to be vulnerable and transparent in a way that strengthens trust and sets you apart from competitors. By mastering this, you’ll gain the confidence to sell with integrity and win clients who come back again and again. Storytelling That Sells Facts tell, but stories sell. Learn the art of weaving compelling narratives that resonate with your clients. This module introduces you to the psychology behind storytelling in sales and teaches you how to craft stories that illustrate the value of your solutions. Discover how to create emotional connections by sharing success stories, overcoming objections with relatable examples, and painting a vivid picture of your client’s future success. Stories will become your most powerful tool for turning conversations into conversions. Communicating Value, Not Price Price objections are common—but they don’t have to derail your sales. This module shows you how to shift the focus from cost to value. You’ll learn how to clearly articulate the benefits and outcomes of your offerings, highlighting their unique selling points. Gain confidence in addressing price concerns with empathy while reinforcing the unmatched value you provide. By the end of this module, you’ll be equipped to guide your clients toward seeing your solutions as investments, not expenses. Mastering Objections with Empathy and Confidence Objections are opportunities in disguise. This module focuses on turning “no” into “yes” by addressing client hesitations with empathy and confidence. Learn how to uncover the root cause of objections, respond with clarity, and reframe challenges as opportunities for value. Develop a toolbox of effective responses that leave clients feeling heard and supported. With practice, you’ll see objections not as roadblocks but as stepping stones to stronger relationships and more sales. The Power of Asking the Right Questions Great salespeople don’t just give answers; they ask the right questions. In this module, you’ll discover how to use questions strategically to uncover client needs, identify pain points, and drive meaningful conversations. Learn the difference between open-ended and closed-ended questions, and when to use each. Practice framing questions that lead your clients toward the solutions you offer. With this skill, you’ll transform every sales conversation into a collaborative journey. Creating Urgency Without Pressure Sales shouldn’t feel pushy. This module teaches you how to inspire action by creating urgency authentically. Learn how to identify the client’s timelines and priorities and align your offering with their immediate needs. Discover techniques to communicate the benefits of acting now without resorting to manipulative tactics. By balancing urgency with respect for the client’s decision-making process, you’ll close deals faster while maintaining trust. The Follow-Up Formula for Success The fortune is in the follow-up, but how you do it matters. This module equips you with strategies for effective and consistent follow-ups that don’t feel intrusive. Learn how to provide value in every touchpoint, whether through insights, updates, or personalised check-ins. Explore tools to streamline follow-up processes and stay top of mind with your clients. By the end, you’ll have a system that turns initial conversations into long-term partnerships. Leveraging Socials for Authentic Sales Sales tools and socials can amplify your efforts when used authentically. This module explores how to integrate socials, social selling platforms, and automation tools into your sales process without losing the human touch. Discover how to use data to personalise your approach and identify opportunities. Learn to balance efficiency with authenticity to connect meaningfully in a digital age. Measuring Success Beyond Revenue Sales success is more than hitting numbers. This module shifts the focus to long-term relationship-building and client satisfaction as key performance indicators. Learn how to track and measure metrics like customer retention, referrals, and lifetime value. Discover how to assess your own growth as an authentic sales professional and align your goals with the bigger picture of your organisation’s success. Becoming a Sales Leader In the final module, you’ll step into your role as a leader in authentic selling. Learn how to mentor others, share best practices, and foster a culture of trust and value creation within your team. Explore strategies to inspire your colleagues, lead by example, and build a legacy as an order maker. By the end, you’ll have the confidence and skills to not only excel in sales but also elevate others around you. |