Whether they realize it or not, most people have jobs which engage them – to some degree- in the selling process. In the business world, the most successful sales people are those who have mastered the basics of selling and are energetic self-starters. To move ahead in this competitive occupation, you must know how to project the right attitude and image, approach clients and determine their needs, tap into and use your powers of negotiation, close sales, and follow up effectively. Feeling confident in these skills means the difference between being just a mediocre sales person to being a professional consultant.

Objective

This program aims to equip learners with the knowledge and skills to:

• Use selling techniques without relying on hard-sell tactics
• Profile customers
• Understand customer needs and cultural diversity
• Ways to build rapport and overcome hostility
• Strategies for better negotiation and Influence

Outline

Foundational Sales Psychology and Behavioral Profiling

• Understanding the Comprehensive Sales Cycle
• Human Behavior: Applied Psychology in Sales
• Diagnosing Prospects: Advanced Customer Profiling
• Understanding Cultural Diversity in Client Interactions
• Understanding Linguistic Patterns in Dialogue
• Analyzing Resistance vs. Reluctance in Prospects
• Identifying Triggers to Customer Needs
• Behavioral Patterns of Customers

Strategic Engagement and Communication Mastery

• Initiating a Professional Sales Conversation
• Cultivating Your Social Persona
• Using Your Voice for Impact and Authority
• Minimizing Customer Resistance
• Best Practices to Strategically Deal with Hostility
• Tuning in to What’s Unspoken (Non-Verbal Cues)
• The Magic of Rapport Building
• Setting the Stage for Greater Influence

Mastering Internal Mindset and Resilience

• Mindset of Effectively Handling Rejections
• Insights to Your Inner Self (Self-Awareness)
• S.B.T.S. – Neuro Semantics for Sales Success
• Fine-tuning Your Radar (Situational Awareness)
• S3 Mindset (State-Strategy-Success)
• Addictions of Inner Winners (Peak Performance Habits)
• Final Thoughts & Recap

Who should attend

All Sales Professionals

Methodology

Praga R.'s Profile

Praga is a highly interactive and engaging international trainer, with over two decades of experience in training & development. His work is mainly based on research and applied knowledge from benchmarking organizations' best practices. As a training & development leader, Praga's unique training engagement comes from his Accelerated Training Approach, which is built on the Learning Design Re-patterning Model™. His training approach is known to be empowering, refreshing, and filled with success formulas. He ensures that participants are fully engaged and equipped with practical skills to drive success. By sharing knowledge and resources beyond specific topics and theories, Praga's dynamic approach sets him apart in the training industry.

Praga holds a Master's in Organizational Psychology, a degree in Business, and a postgraduate diploma in Psychotherapy. As a Fellow Member with the Institute of Therapies Management in London, he is recognized for his exceptional skills in understanding and managing human behavior. In addition, Praga is a Certified International Negotiator and a Certified Behavior Management Specialist, showcasing his deep knowledge and proficiency in these areas.


At A Glance:
- Certified International Negotiator™
- Certified SCRUM Master®
- Certified SCRUM Product Owner®
- Certified AGILE Leader- Essentials®
- Certified AGILE Leader- Teams®
- Certified EQ Practitioner™
- Certified NLP Master Practitioner™
- Certified Master Life Coach™
- Certified Behavior Management Specialist™
- Certified Trainer in Applied Counselling™
- Certified Stress Management Trainer™
- Certified DISC Coach™
- Certified ACTA Trainer & Assessor

Praga has successfully helped companies enhance employee performance and achieve their business objectives. His strong background in human behavior and organizational psychology allows him to create effective learning experiences that inspire and empower learners. Unlike traditional training methods that rely heavily on theoretical concepts, Praga ensures that participants gain actionable insights and tools that they can immediately apply in their roles. With a hands-on approach to learning, Praga's training programs are designed to drive tangible results for both individuals and organizations