About this course
WANT TO TRANSFORM YOUR SALES APPROACH AND ACHIEVE BREAKTHROUGH RESULTS?
In today's competitive business environment, traditional selling techniques are no longer enough. The most successful salespeople understand that sales excellence comes from mastering both the "Can Do" technical skills and the "Will Do" mindset and behaviours. Our Sales Performer course provides a comprehensive framework that combines proven sales methodologies with practical techniques for building lasting customer relationships. Through the DRIVE Selling Model, you'll learn how to develop meaningful connections, discover genuine customer needs, reveal impact, illustrate value, and validate objections to close more deals successfully. This hands-on course emphasises real-world application, giving you the tools and confidence to transform your sales approach and achieve consistently better results.
What you will gain
A Sales Performer digital badge will be available upon successful completion of the course from Skills Development Group.
This course will contribute 14 PMI® Professional Development Units (PDUs) towards your chosen certification (14 Power Skills).
What you will learn
- The four core principles of sales effectiveness and how to apply them in your daily practice
- How to develop strong customer connections and discover deeper customer needs using proven questioning techniques
- Methods for helping customers recognise the impact and urgency of addressing their needs
- Techniques for illustrating value through personalised benefits and compelling customer stories
- Strategies for validating and handling objections effectively while maintaining relationships
- Approaches for exploring customer satisfaction and extending into new opportunities
What you need
There are no prerequisites for the Sales Performer class.
This course is great for
- Sales professionals looking to enhance their effectiveness and results
- Business development managers, account managers or sales team leaders seeking to improve their sales approach
- Anyone aiming to develop their sales capabilities or strengthen customer relationships
Topics Covered
Core Principles of Effective & Successful Sales
- Sales Effectiveness
- Core Principles: Power of the Mind, Plan & Prioritise, Understanding Yourself & Customers, Communication
- The Buyer’s Journey
- DRIVE Selling Model
Develop Connections & Discover Needs
- Sales Call Objectives
- Questioning Strategy
Reveal Impact
- Challenge Thinking & Build Urgency
Illustrate Value
- Choose Matching Features
- Personalise Benefits
- Customer Stories
Validate Objections & Close
- Handling Smokescreen & Real Objections
- Buying Signals
- Final Closing & Proven Closing Approaches
- Add-on Sales
Explore & Extend
- Explore Customer Feedback
- Resolve Issues Effectively
- Extend Repeat Business
- Building a Referral Networks
