Sales & Negotiation Skills Business Development Masterclass

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Sales Skills & Negotiation Skills Selling Masterclass – A step by step guide to becoming a Master Salesman!

Sales skills and negotiation skills, a beginners guide to business development for the sales consultant.

The complete guide to mastering selling skills, sales strategies and sales techniques so that you can become a master Sales Consultant.

Do You Want To Learn How To Sell Your Own Ideas And Products?

There is no mountain that you cannot climb, if you master the art of selling.

There are so many opportunities in life that are missed because people don’t develop good sales skills.

What You Will Learn:

• In this course you will learn how to master the sales process.
• You will learn how to develop a sales strategy.
• You will learn how to manage your own emotions in a sales situation.
• You will learn how to find prospects to sell to.
• You will learn how to read your prospects.
• You will learn how to negotiate successfully.
• You will learn how to handle objections.
• You will also learn how to close the sale.
• You will also learn how to leverage your contacts so you can sell to the same prospects again and again.

Topics Covered In The Course:

Module 1: Prepare The Train Driver – Self Development Of The Sales Consultant

• Introduction To The Course
• Sales Skills Course Overview
• The Mind Of A Consultant
• Mastering Sales Is Mastering Life Skills
• The Continuous Journey
• Universal Laws Of Success
• The Three Pillars Of Success
• Personal Honesty
• Diligence
• Deferred Gratification
• Suppression Of Principle
• Emotional Intelligence
• Core Principles Of Emotional Intelligence
• The Problem Is Internal
• The Two Motivational Forces
• Product Confidence

Module 2: Pre-suppositional Sales – Pre-suppositions And Worldviews

• The Train Track – Pre-Suppositional Sales Defined
• What Is A Worldview
• Why Pre-Suppositions Are Important
• Two Modes Of Thinking
• Logical Thinking
• Emotional Thinking
• The Dumb Dog
• How We Create Our Values
• Examples Of Rational Ideas
• Examples Of Emotional Beliefs
• Examples Of Values
• Rational Or Emotional
• Finding Someones Presuppositions
• When The Presuppositions Are Not Clear
• The Bank Robber Example
• Why People Buy
• How We Make Buying Decisions
• Matching A World View
• Testing A Worldview
• Test Your Presuppositions
• What Is A Buyer Persona
• Presuppositional Buyer Persona Exercise
• Creating The Persona
• Traditional Buyer Personas
• Combined Buyer Personas

Module 3: The SMART Process

• The SMART Process
• Controlling The Room
• The Core of SMART
• How Negative Emotion Controls Us
• How We Take Control
• The 5 Steps Of SMART
• Separate
• Monitor
• Assess
• Replace
• Trust
• SMART In Action
• The SMART Sales Call In Full
• I Will Never Be Any Good At Sales
• The Power Of Self Talk
• Using SMART For Self Development
• Two Uses Of SMART
• Short Term Emotional Management
• Long Term Character Development
• Experienced Negative Emotional Beliefs
• Taught Negative Emotional Beliefs
• Internal Negative Emotional Beliefs

Module 4: The Coaches – Getting Ready For Passengers

• Getting Ready For Your Passengers
• Know Your Product
• Product Strengths And Weaknesses
• Knowing Your Competition
• Become The Expert
• Value Propositions

Module 5: The Train Route – Planning Your Sales Route

• Planning Your Route
• Building Your CRM Flow
• Data Analysis
• Implementing Your Sales Funnel

Module 6: Selling Tickets – Dealing With Prospecting

• Prospecting The Three Rules
• Qualifying Prospects
• Identifying The Contacts Role
• Dealing With The Gatekeeper
• Dealing With Influencers
• Dealing With Champions
• Dealing With Decision Makers
• Contact Identification Exercise
• Prospecting Secrets
• Getting Entrance Into The Castle

Module 7: Prospecting By Network

• Prospecting By Networking
• Classification Of Networks
• Door To Door Sales
• Door To Door Conversation Methods
• Getting The Most Out Of Your Networking
• The Elevator Pitch

Module 8: Prospecting By Phone

• Finding Prospects By Phone
• Planning Your Phone Calls
• Split Testing Your Scripts
• Dealing With The Gatekeeper Script
• Dealing With The Influencer Script
• Dealing With The Champions Script
• Dealing With Decision Makers Script
• Other Call Support Material
• Voicemail Techniques

Module 9: Online Prospecting

• The Power Of Online Prospecting
• Online Prospecting Tools
• Email Statistics
• Understanding Spam
• Permission Based Email Marketing
• Email Writing Tips
• Places To Get Their Email Addresses From
• Email Writing Tips
• AIDA Copywriting
• A Sample Email Using AIDA
• Activities Create Your Own Email Using AIDA

Module 10: Making Friends – Friendliness And Personality Types

• Making Friends
• Ten Rules Of Friendliness Part 1
• Ten Rules Of Friendliness Part 2
• Recommended Reading
• Personality Types
• Meet The Blues
• Meet The Reds
• Meet The Greens
• Meet The Yellows
• Advanced Profiling
• Profiling Bob

Module 11: Body Language How To Read Your Prospect

• Reading The Body
• Social Spaces
• Distance Can Change
• Three Classes Of Body Language
• Aggressive Body Language
• Defensive Body Language
• Friendly Body Language
• Ten Body Language Patterns
• The Crossing  Pattern
• The Expanding Pattern
• The Defensive Moving Away Pattern
• The Moving Towards Pattern
• The Opening Pattern
• Preening Pattern
• Defensive Repeating Pattern
• Shaping Pattern
• Striking Patterns
• The Touching Pattern
• Ten Core Patterns Exercise
• Personality Type Body Language
• Micro Expressions
• Seven Common Micro Expressions
• Your Body Language The Importance Of Control
• Tracking Their Body Language
• What Are They Responding To The Three Factors
• Moving Them Through The Sale
• Body Language Flow
• Dealing With More Than One Person

Module 12: Listening Station – Listening In Sales

• The Art Of Questioning And Listening
• How To Show You Are Listening
• Product Based Sales
• Needs Based Sales
• Needs Analysis Funnel
• The Needs Analysis Stages
• The Two Types Of Questions
• Open Questions
• Closed Questions
• The Quick Sale Mobile Example
• The Quick Sale Training Session Example
• The Quick Sale Exercise
• The Three Simple Question Technique
• The Echo Technique
• The 5 Ws
• Washing Machine Retail Sale Example
• The Five Whys
• The Five Whys – George
• The Five Whys – Sally
• The Five Whys – Terry
• Why You Do Not Own A Yacht
• Additional Tools
• Needs Analysis Mind Map
• Needs Analysis Sheet

Module 13: Negotiation Station

• The Negotiation Station
• Core Principles Of Negotiation
• Focusing On Them
• Everyone Has To Win
• Matching Values
• The Path Of Least Resistance
• Shifting The Weight
• The Persuasion Secret
• How To Persuade Someone
• The Electric Car
• The Fashionable Trainers
• Competency Levels
• Assessing Competency Levels
• Features Benefits And Values
• The Christmas Tree Negotiation
• B2B Value Propositions
• Deepening The Value
• Over Decorating The Tree
• The Big 12
• Authority
• Social Proof
• Group Identity
• Deflecting Fault
• Ask For Advice
• Compliment Their Negotiations
• Reciprocity
• Scarcity
• Off Set Values
• Stepped Commitments
• Fear And Hope
• Ranked Priorities
• Negotiating A Price
• The Market Price
• The Anchor Price
• The Walk Away Price
• The First Offer
• The Counter Offer

Module 14: Objection Handling Station – How To Handle Objections

• Handling Objections
• The Golden Rule To Handling Objections
• Why Objections Happen
• Objection Tags – Tagging Objections
• Objection Types
• Objection Class
• Objection Source
• The Objection Clarification Process
• The Onion Technique – Peeling Back The Objections
• Testing  The Objection Type
• Classify The Objection
• Test The Objection Source
• Summarise The Objection
• The Objection In Full
• Acknowledge The Objection
• Acknowledgement Examples
• Emotional Objections
• Feel Statements
• Felt Statements
• Found Statements
• Feel Felt Found Example
• Rational Objection Guidelines
• Responding To Rational Objections
• Sharing Data And Information
• Data Sharing Techniques
• Using The Right Techniques
• Valid Objections
• How To Handle Class Objections
• Authority Objections
• Types Of Relationship Objections
• Existing Relationship Objections
• Third Party Relationship Objections
• No Relationship Objections
• Knowledge Objections
• Convenience Objections
• Price Objections
• Objection Handling Sheets
• Removing The Objection
• Dealing With Difficult People
• Dealing With Difficult People – Use SMART
• Grow Some Thick Skin
• The Mountaintop Example
• Finding Common Ground
• Focus On The Issue
• A Soft Answer
• Stress Fractures
• Be Their Only Friend
• Types Of Character Traits
• The Demander
• The Detractor
• The Dynamite
• The Dumper
• The Drainer
• The Disappointer
• The Dictator
• Handling Objections Before The Meeting
• Reducing Objections
• Setting Up An FAQ Page

Module 15: Closing The Sale – How To Close Effectively

• Destination Station Closing The Sale
• Understanding Closes
• Understanding Buying Signals
• Closing Questions

Module 16 Selling Season Tickets – The Value Of A Lifetime Customer

• Season Tickets The Biggest Source Of Revenue
• Understanding Season Tickets
• First Class Passengers – After Sales Care
• The Revolution – Practising The Principles

Any question just ask, we hope to see you in the course!

Mark Timberlake

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