Proactive Sales Skills and Persuasion Techniques

It aims to activate and develop sales skills — from the pre-sale preparation stage to the completion of the sale — by addressing salespeople at every level, applying sales techniques, and through exercises supported by workshops.

Training content

• Physical and Mental Preparation Before a Sale
• Active Listening Techniques
• Sales Psychology and Proactivity
• Preparation in Sales
• Advice from Salespeople
• Completeness of Product and Service Knowledge
• Tailor-Made Sales Approach
• Identifying the Customer’s Needs
• Customer Types and Analysis
• Need Awareness in Sales
• Question Combinations in Sales
• Perception Management and Dominant Perception in Sales
• The Socratic Approach and Questions in Sales
• Persuasion and Bargaining Styles in Sales
• Customers’ Risk Concerns and Solutions
• Recipes for Managing and Evaluating Objections
• Facilitators of Persuasion in Sales
• FAB (Feature, Advantage, Benefit) Triangle Technique
• Types of Difficult Customers and How to Deal with Them
• Hypnotic Sales Approach
• Keyword Hunting
• The Salesperson's Body Language, Gestures and Facial Expressions
• Closing the Sale - Reaching the Goal
• Examining Sales Habits
• Self-Confidence and Motivation in Sales
• Characteristics of Men and Women
• Right and Left Brain of the Seller and the Buyer
• Synchronising Upselling and Cross-Selling

Training method

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