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The Sales Process and AIDA: Learning Outcomes

This document outlines the topics covered in 8 modules of a sales training program. Module 1 discusses the AIDA model and sales process. Module 2 focuses on core selling skills like communication, questioning, and listening. Module 3 examines what motivates customer purchases, including likeability and building trust. Module 4 addresses closing the sale through different techniques. Module 5 provides guidance on handling customer objections. Later modules explore advanced selling, negotiation, and building profitable customer relationships. The goal is for participants to learn essential sales strategies and skills.

Uploaded by

Shashank Saxena
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© © All Rights Reserved
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Download as DOCX, PDF, TXT or read online on Scribd
194 views

The Sales Process and AIDA: Learning Outcomes

This document outlines the topics covered in 8 modules of a sales training program. Module 1 discusses the AIDA model and sales process. Module 2 focuses on core selling skills like communication, questioning, and listening. Module 3 examines what motivates customer purchases, including likeability and building trust. Module 4 addresses closing the sale through different techniques. Module 5 provides guidance on handling customer objections. Later modules explore advanced selling, negotiation, and building profitable customer relationships. The goal is for participants to learn essential sales strategies and skills.

Uploaded by

Shashank Saxena
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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MODULE 1:  The Sales Process and AIDA

Learning outcomes:
 
Learn how the sales cycle works and how AIDA can structure your whole approach.

Topics covered:
 
 The Four Steps of a Sale
 How the Sales Cycle Works
 The Sales Process - A Prcatical Example
 Outline of the AIDA Model
 ATTENTION - Gettion your Customer's Attention
 INTEREST - Creating Interest in your Customer
 DESIRE - Motivating People to Buy
 ACTION - Closing the Sale

MODULE 2:  Core Selling Skills


Learning outcomes:
 
Know the essential skills that can develop exceptional communication practises into
clearly defined methods using listening, questioning and organisational procedures.

Topics covered:
 
 Core Attributes You Need to Succeed
 Communications Skills in Sales
 Questioning Skills
 Types of Questions
 Listening Skills
 Levels of Listening
 What to Avoid
 Getting Organised for Sales

MODULE 3:  People Buy From People


Learning outcomes:
 
Know and understand the real secrets behind what encourages people to buy. From
the twelve rules of likeability to understanding the skills of influence.

Topics covered:
 
 How People Make Buying Decisions
 The Rules of Likeability
 The Importance of Empathy
 Building Trust and Rapport
 What Makes People Buy
 Other Reasons People Buy

MODULE 4:  Action - ABC: Always Be Closing


Learning outcomes:
 
"Always be closing" (ABC) is the key to any productive conversation with a customer.
Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial
last step.

Topics covered:
 
 Asking for the Business
 Buying Signals
 Effective Closing Techniques
 Types of Close
 Framing the Close
 Pitfalls When Closing the Sale
 Trial Closing
 The Most Poerful Word in Sales
 Getting Repeat Business
 Maximising Profit

MODULE 5:  Handling Objections


Learning outcomes:
 
Learn how an objection can become an opportunity to develop sales from the
customer's point of view through listening and asking the right questions.

Topics covered:
 
 The Four Types of Objection
 Good Practice when Dealing with Objections
 Poor Practice when Dealing with Objections
 Objection Handling with the LAAC Process

MODULE 6:  Advanced Selling Techniques


Learning outcomes:
 
Learn how to enhance the value of each sale by working smarter and using simple
proven techniques

Topics covered:
 
 Cross Selling
 Up Selling
 Value Added (Suggestive) Selling
 Advancing Opportunity
 Exceeding Customer Expectations
 Lifetime Value
 Giving Recognition

MODULE 7:  Negotiation Tactics


Learning outcomes:
 
See how positional bargaining is a poor approach to take, and see how opening
things up will create better outcomes.

Topics covered:
 
 Basic Negations Quiz
 Positional Bargaining or Principled Negotiation
 Problems with Positional Bargaining
 Opening Up the Negotiation
 Reverse Psychology in Negotiation

MODULE 8:  Building Profitable Relationships


Learning outcomes:
 
Learn how identifying the right people and dealing with them professionally will pay
off with long term profiable relationships

Topics covered:
 
 The Leaky Bucket Problem
 Identifying Key Individuals
 Prospecting
 Influencers and Decision Makers
 Talking to the Right People
 Making that Good First Impression
 How to Win Friends and Influence People
 Dale Carnegies Six Principles of Relationship
 Whats In It For Me? (WIIFM)
 Honesty and Integrity

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