This dynamic 5-day training course is designed to elevate the selling capabilities of sales professionals by focusing on advanced selling skills and the powerful art of persuasion. In a competitive market, merely presenting products isn't enough; true success lies in understanding human behavior, influencing decisions ethically, and building lasting relationships. This course will immerse participants in proven psychological principles and practical techniques to enhance their persuasive power and become highly effective sales communicators.
The curriculum covers a wide range of topics, from understanding the psychology of influence and building profound rapport to mastering advanced objection handling and sophisticated closing strategies. Participants will learn how to uncover customer needs deeply, articulate value propositions compellingly, and adapt their selling style to different buyer personalities. Through interactive exercises, realistic role-playing scenarios, and in-depth discussions, attendees will develop a powerful toolkit of professional selling and persuasion techniques, enabling them to close more deals and foster stronger, more profitable client relationships.
Who Should Attend the Training
- Experienced Sales Professionals
- Account Managers
- Business Development Managers
- Sales Team Leaders
- Consultants
- Entrepreneurs seeking to improve their sales influence
- Anyone looking to master the art of ethical persuasion in a business context
Objectives of the Training
Upon completion of this course, participants will be able to:
- Understand and apply the core principles of persuasion and influence in sales.
- Build strong, genuine rapport and trust with prospects and clients.
- Conduct in-depth needs analysis to uncover explicit and implicit customer needs.
- Craft and deliver compelling value propositions that resonate with buyers.
- Master advanced communication and presentation techniques for sales.
- Confidently anticipate, address, and overcome complex sales objections.
- Employ a diverse range of advanced closing strategies effectively.
- Identify different buyer personalities and adapt selling approaches accordingly.
- Utilize storytelling and emotional connection to enhance sales pitches.
- Practice ethical selling and build long-term, mutually beneficial relationships.
Personal Benefits
- Increased persuasive ability and influence
- Greater confidence in high-stakes sales situations
- Enhanced ability to understand and connect with diverse individuals
- Improved negotiation and conflict resolution skills
- Development of a strategic, customer-centric sales mindset
- Accelerated career growth and higher sales performance
Organizational Benefits
- Increased sales conversion rates and revenue
- Stronger client relationships and improved customer loyalty
- More effective handling of complex sales cycles
- Enhanced team performance through advanced selling skills
- A sales force capable of ethical and highly influential selling
- Improved brand reputation through professional and empathetic interactions
Training Methodology
This course employs an immersive and highly interactive training methodology, emphasizing practical application and real-world relevance. The approach includes:
- Experiential learning through extensive role-playing and simulations
- Group discussions and analysis of sales scenarios
- Interactive lectures with immediate Q&A
- Video analysis of successful and challenging sales interactions
- Individualized coaching and constructive feedback
- Peer learning and collaborative problem-solving
Trainer Experience
Our trainers are highly accomplished sales strategists and persuasion experts with extensive hands-on experience in complex sales environments. They have successfully negotiated and closed multi-million dollar deals and coached numerous sales teams to achieve peak performance. Their deep understanding of sales psychology and practical application of persuasion techniques ensures participants receive actionable insights and proven methodologies directly transferable to their roles.
Quality Statement
We are committed to delivering high-quality training programs that provide tangible value. Our courses are meticulously designed, continually updated to reflect current industry trends, and delivered by expert trainers dedicated to fostering a practical and enriching learning environment. We strive to empower participants with the skills and confidence to excel in their professional roles.
Tailor-made courses
Recognizing that different industries and sales teams have unique requirements, we offer tailor-made versions of this course. We can customize the content, case studies, and role-playing scenarios to align specifically with your products, services, target market, and sales challenges, ensuring maximum relevance and impact for your team.
Course Duration: 5 days
Training fee: USD 1300
Module 1: The Psychology of Persuasion and Influence
- Understanding the Principles of Influence (Reciprocity, Scarcity, Authority, Consistency, Liking, Consensus)
- The Art of Ethical Persuasion in Sales
- Cognitive Biases and Decision-Making in Buyers
- Building Credibility and Trust as a Sales Professional
- The Power of Belief and Mindset in Selling
- Practical session: Analyzing real-world sales scenarios through the lens of persuasion principles
Module 2: Building Rapport and Trust in Sales
- Techniques for Establishing Instant Rapport (Matching, Pacing, Mirroring)
- Active Listening and Empathetic Responding
- Understanding and Utilizing Verbal and Non-Verbal Cues
- Building Trust and Credibility Through Authenticity
- Overcoming Initial Resistance and Skepticism
- Practical session: Role-play: Building rapport with challenging prospects
Module 3: Needs Analysis and Value Proposition Crafting
- Going Beyond Stated Needs: Uncovering Implicit Needs and Desires
- Advanced Questioning Techniques (SPIN, Challenger Sale Framework)
- Linking Solutions to Customer Pains and Aspirations
- Crafting Compelling Value Propositions and Unique Selling Points
- Articulating ROI and Tangible Benefits
- Practical session: Developing and practicing deep-dive needs analysis questioning
Module 4: Effective Communication and Presentation Skills for Sales
- Structuring a Persuasive Sales Presentation
- Delivering High-Impact Pitches and Demos
- Using Storytelling to Illustrate Value and Connect Emotionally
- Mastering Public Speaking and Presentation Delivery
- Handling Q&A Sessions and Engaging Audiences
- Practical session: Presenting a value proposition and receiving constructive feedback
Module 5: Mastering Objection Handling Techniques
- Proactive Objection Prevention Strategies
- Categorizing and Understanding Different Types of Objections
- Advanced Objection Handling Frameworks (LAARC, Feel-Felt-Found)
- Turning Objections into Opportunities for Further Engagement
- Handling Price Objections and Value Rebuttals
- Practical session: Intensive role-play: Overcoming a variety of complex sales objections
Module 6: Advanced Closing Strategies and Negotiation Basics
- Recognizing Buying Signals and Closing Opportunities
- A Repertoire of Advanced Closing Techniques (Assumptive, Summary, Impending Event)
- The Psychology of Commitment and Consistency in Closing
- Introduction to Sales Negotiation Principles
- Handling Buyer Remorse and Post-Sale Support
- Practical session: Practicing various closing techniques in a simulated sales environment
Module 7: Understanding Buyer Personalities and Adapting Your Approach
- DISC, Myers-Briggs, and Other Behavioral Archetypes in Sales
- Identifying Different Buyer Personality Traits
- Tailoring Your Communication and Sales Approach to Each Type
- Strategies for Selling to Analytical, Driver, Amiable, and Expressive Buyers
- Building Customized Sales Strategies for Key Accounts
- Practical session: Analyzing case studies of different buyer personalities and devising adaptive strategies
Module 8: Storytelling and Emotional Connection in Sales
- The Neuroscience of Storytelling in Decision-Making
- Crafting Personal Anecdotes and Success Stories
- Using Analogies and Metaphors to Simplify Complex Ideas
- Evoking Emotions That Drive Action
- Developing a Library of Impactful Sales Stories
- Practical session: Developing and delivering a compelling sales story related to a product/service
Module 9: Developing a Consultative Selling Mindset
- Shifting from Product-Centric to Client-Centric Selling
- Becoming a Trusted Advisor and Problem Solver
- Collaborative Selling and Co-Creation with Clients
- Long-Term Relationship Building vs. Transactional Selling
- Leveraging Industry Expertise for Credibility
- Practical session: Practicing consultative questioning and solution framing
Module 10: Ethical Selling and Long-Term Relationship Building
- The Importance of Integrity and Transparency in Sales
- Avoiding Misrepresentation and Unethical Practices
- Building a Reputation for Trustworthiness
- Strategies for Fostering Customer Loyalty and Referrals
- The Role of Follow-Up in Sustainable Sales Success
- Practical session: Group discussion on ethical sales dilemmas and developing personal ethical guidelines
Requirements:
· Participants should be reasonably proficient in English.
· Applicants must live up to Armstrong Global Institute admission criteria.
Terms and Conditions
1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.
Booking for Training
Simply send an email to the Training Officer on training@armstrongglobalinstitute.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.
Or call us on +254720272325 / +254725012095 / +254724452588
Payment Options
We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:
1. Groups of 5 People and Above – Cheque Payments to: Armstrong Global Training & Development Center Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)
Cancellation Policy
1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.
Tailor Made Courses
This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location. For further inquiries, please contact us on Tel: +254720272325 / +254725012095 / +254724452588 or Email training@armstrongglobalinstitute.com
Accommodation and Airport Transfer
Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@armstrongglobalinstitute.com or on Tel: +254720272325 / +254725012095 / +254724452588
