Module 1: Introduction to Sales and Its Importance

• Defining Sales: More Than Just Transactions
• The Evolution of Sales and Modern Approaches
• The Role of Sales in Business Growth and Profitability
• Understanding Different Sales Environments (B2B, B2C, Retail)
• Qualities of a Successful Sales Professional
• Practical session: Self-assessment of sales strengths and areas for development

Module 2: Understanding the Sales Process and Buyer Behavior

• Overview of the Sales Cycle: From Prospecting to After-Sales
• The Psychology of Buying: Needs, Desires, and Decision-Making
• Identifying Customer Needs Through Effective Questioning
• Building Rapport and Trust with Prospects
• Understanding Different Buyer Personas and Communication Styles
• Practical session: Role-play: Initial customer contact and needs discovery

Module 3: Effective Communication and Active Listening in Sales

• Verbal and Non-Verbal Communication Skills for Sales
• The Art of Active Listening and Empathetic Responding
• Asking Open-Ended and Probing Questions
• Presenting Solutions Clearly and Concisely
• Adapting Your Communication Style to Different Personalities
• Practical session: Active listening exercises and communication style adaptation drills

Module 4: Prospecting and Lead Generation Techniques

• Identifying Your Ideal Customer Profile
• Traditional Prospecting Methods (Networking, Referrals, Cold Calling)
• Digital Prospecting: LinkedIn, Social Selling, Email Campaigns
• Qualifying Leads: BANT (Budget, Authority, Need, Timeline)
• Building and Managing a Strong Sales Pipeline
• Practical session: Developing a prospecting plan and crafting compelling outreach messages

Module 5: Crafting Compelling Sales Presentations and Demos

• Structuring a Persuasive Sales Presentation
• Highlighting Value Proposition and Benefits over Features
• Delivering Engaging Product Demonstrations
• Using Visual Aids and Storytelling in Presentations
• Handling Interruptions and Maintaining Control
• Practical session: Preparing and delivering a short sales presentation or demo

Module 6: Overcoming Objections and Closing Strategies

• Common Sales Objections and Their Underlying Reasons
• Techniques for Handling Objections Effectively (Feel, Felt, Found)
• Turning Objections into Opportunities
• Understanding Different Closing Signals
• Proven Closing Techniques (Assumptive, Summary, Urgency)
• Practical session: Role-play: Handling common objections and practicing various closing techniques

Module 7: Building Customer Relationships and After-Sales Service

• The Importance of Customer Relationship Management (CRM)
• Strategies for Building Long-Term Customer Loyalty
• Providing Exceptional After-Sales Support and Follow-Up
• Identifying Upsell and Cross-Sell Opportunities
• Turning Customers into Advocates and Referrals
• Practical session: Developing a customer follow-up plan

Module 8: Sales Ethics and Professionalism

• Upholding Ethical Standards in Sales
• Avoiding Misrepresentation and Deception
• Maintaining Confidentiality and Trust
• Professional Etiquette in Sales Interactions
• The Long-Term Benefits of Ethical Selling
• Practical session: Discussing ethical dilemmas in sales and developing best practices

Module 9: Time Management and Sales Productivity

• Prioritizing Sales Activities and Goal Setting
• Effective Time Blocking and Scheduling
• Minimizing Distractions and Maximizing Focus
• Utilizing Sales Technology and Automation Tools
• Managing Your Sales Pipeline Efficiently
• Practical session: Creating a personalized sales activity plan and productivity hacks

Module 10: Personal Branding and Professional Development in Sales

• Developing Your Unique Sales Proposition (USP)
• Building a Strong Professional Network
• Continuous Learning and Skill Enhancement
• Leveraging Social Media for Personal Branding
• Setting Career Goals and Pathways in Sales
• Practical session: Developing a personal branding statement and networking strategy

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