Virtual Solutions

Selling Skills for Winners

 

Robert Louis Stevenson 1850-94.

" Everybody lives by selling something."

Cumara Performance

Who is it for?

 It’s for professional B2B relationship, consultative and solution type sales professionals who want to learn the winning skills or have a deeper refresher to help them boost their sales. It’s not for heavy, aggressive, pushy sales folk that are usually found in an adversarial B2C commodity type environment.


So willing sales professionals looking for a skills upgrade or refresher will benefit a lot in these challenging times.

What you get?

A comprehensive selling skills programme, delivered by a qualified, experienced sales practitioner who is an author and a certified Master trainer and coach. You will get selling tools, frameworks and proven approaches that will help you deliver in a professional sales environment. Tools and templates also include our world class sales call plan and qualifying tool CCMAGNETSS.
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We have delivered virtual solutions for our clients using Zoom and Microsoft Teams. We focus on best practice by providing high impact, interactive virtual learning experiences to individuals and teams.


The book 'Proven Selling Skills for Winners' supports this training content.
Click Here to Order.

Learning Objectives

From Cumara’s virtual Sales training programmes

You will leave this programme able to:

  • Implement the knowledge, behaviours and habits of the best sales professionals
  • Apply the process of winning new business in a competitive COVID-19
  • Qualify revenue opportunities using a world class tool that helps sales professionals and their teams maximise their precious time and resources
  • Use best practice listening to give you a winning edge
  • Employ questioning techniques for a better understanding of customers' requirements than your competitor
  • Develop effective objection handling techniques for all customer situations
  • Be very comfortable selecting and using 8 different closing techniques during the different stages of the buying process
  • Employ 4 skills to become even more influential during the buying process
  • Understand and flex your personal “selling style” in selling situations to build a deeper rapport and understanding with prospects in longer sales cycle scenarios
  • Cold calling in a virtual world – Attraction campaigns etc.
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Take the first step now and book a FREE 30 min virtual consultation to complete a sales skills maturity assessment test for your team” and discuss how Cumara can assist you transform your sales results.

Selling Skills for Winners Modules include..
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Module 1: Winning Sales Habits

Aim: To understand exactly what makes a great sales person

Objectives: after this module you will be able to:
  • Discuss the make up of great sales people
  • Review some detailed research on this topic
  • Be aware of the different types of sales people and selling styles
  • Find out exactly what your default style is and identify potential gaps to work on.
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Module 2: Prospecting in a virtual world

Aim: To apply the process of winning new business in a competitive COVID-19 world

Objectives: after this module you will be able to:
  • Know how to develop your sales pipeline and leads in a virtual world
  • Understand the vital metrics and challenges selling virtually
  • Know how to prospect with attraction campaigns
  • Know how to reach virtual buyers via the methods they prefer
  • Use 4 imperative social media activities.
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Module 3: Qualify to win

Aim: To apply a qualifying process to revenue opportunities using a world class tool that helps sales professionals and their teams maximise their precious time and resources

Objectives: after this module you will be able to:
  • Qualify opportunities consistently using a world class tried and tested tool
  • Review some detailed research on this topic
  • Structure sales calls in a very consistent way using CCMAGNETSS
  • Find out exactly what your default style is and identify potential gaps to work on.
Listening at the next level
Module 4: Listening at the next level

Aim: To apply listening techniques give you a winning edge

Objectives: after this module you will be able to:
  • Further understand the most important skill in professional selling
  • Understand your current listening habits and the implications
  • Structure sales calls in a very consistent way using CCMAGNETSS
  • Apply an active listening technique called RADAAA
Listening at the next level
Module 5: Questioning for even deeper rapport

Aim: To help sales professionals get the information that they need to sell

Objectives: after this module you will be able to:
  • Use the funnel questioning technique as required
  • Utilise a do and don’t list
  • To use open, closed and leading questions
  • Know how to develop conversations and keep them going
Listening at the next level
Module 6: Objection handling to win

Aim: To build confidence in handling objections

Objectives: after this module you will be able to:
  • Further develop your competence and confidence in handling objections
  • Workshop the most frequent and difficult objections you get from customers
  • Start to build perfect scripts for these objections
  • Have over 500 ways of handling any objection at your command
Listening at the next level
Module 7: Closing skills that winners employ

Aim: To help you perfect this elemental selling skill

Objectives: after this module you will be able to:
  • Look at some closing principles in the selling process
  • Learn from best practices in closing
  • Employ 8 closing techniques that all do a different job.
  • Discuss some lessons on closing
Listening at the next level
Module 8: Four key influencing skills

Aim: To help you be even more influential

Objectives: after this module you will be able to:
  • Recognise and employ some of the science about influencing and persuasion
  • Use 4 key skills to deepen your influence
  • Manage the link between credibility and influence
  • Know how your credibility can be developed
Listening at the next level
Module 9: Understanding personal styles

Aim: To help you to understand the impact of personalities in a selling situation

Objectives: after this module you will be able to:
  • Further develop your competence and confidence in understanding personality styles
  • Be able to understand your own default style
  • Know how to flex your own style
  • Land your communication messages more effectively
Listening at the next level
Module 10: Cold calling in a COVID-19 world

Aim: Cold calling in a virtual world

Objectives: after this module you will be able to:
  • Further develop your competence and confidence in understanding personality styles
  • Be able to understand your own default style
  • Know how to flex your own style

If you have any queries or would like to discuss tailoring a course to suit your individual business needs why not contact us now on + 353 (0) 86 832 9940 or send us an email outlining your requirements and a member of our team will revert to you.

Selling Skills for Winners Modules include..

Sample title

Module 1 - Winning sales habits

Aim: To understand exactly what makes a great sales person

Objectives: after this module you will be able to:
- Discuss the make up of great sales people
- Review some detailed research on this topic
- Be aware of the different types of sales people and selling styles
- Find out exactly what your default style is and identify potential gaps to work on.

Sample title

Module 2 - Prospecting in a virtual world

Aim: To apply the process of winning new business in a competitive COVID-19 world

Objectives: after this module you will be able to: :
- To know how to develop your sales pipeline and leads in a virtual world
- To understand the vital metrics and challenges selling virtually
- To know how to prospect with attraction campaigns
- Know how to reach virtual buyers via the methods they prefer
- Use 4 imperative social media activities

Sample title

Module 3 - Qualify to win

Aim: To apply a qualifying process to revenue opportunities using a world class tool that helps sales professionals and their teams maximise their precious time and resources.

Objectives: after this module you will be able to:
- Qualify opportunities consistently using a world class tried and tested tool
- Save you precious time, money and effort in your sales career
- Structure sales calls in a very consistent way using CCMAGNETSS
- Become a seriously effective professional seller
- Save your sales organisation a lot of wasted effort

Sample title

Module 4 - Listening at the next level

Aim: To apply listening techniques give you a winning edge.

Objectives: after this module you will be able to:
- Further understand the most important skill in professional selling
- Understand your current listening habits and the implications
- Distinguish between passive, interactive and active listening
- Apply an active listening technique called RADAAA

Sample title

Module 5 - Questioning for even deeper rapport

Aim: To help sales professionals get the information that they need to sell

Objectives: after this module you will be able to:
- Use the funnel questioning technique as required
- Utilise a do and don’t list
- To use open, closed and leading questions
- Know how to develop conversations and keep them going

Sample title

Module 6 - Objection handling to win

Aim: To build confidence in handling objections.

Objectives: after this module you will be able to:
- Further develop your competence and confidence in handling objections
- Workshop the most frequent and difficult objections you get from customers
- Start to build perfect scripts for these objections
- Have over 500 ways of handling any objection at your command

Sample title

Module 7 - Closing skills that winners employ

Aim: To help you perfect this elemental selling skill.

Objectives:after this module you will be able to:
- Look at some closing principles in the selling process
- Learn from best practices in closing
- Employ 8 closing techniques that all do a different job.
- Discuss some lessons on closing

Sample title

Module 8 - Four key influencing skills

Aim:To help you be even more influential.

Objectives:after this module you will be able to:
- Recognise and employ some of the science about influencing and persuasion
- Use 4 key skills to deepen your influence
- Manage the link between credibility and influence
- Know how your credibility can be developed

Sample title

Module 9 - Understanding personal styles

Aim: To help you to understand the impact of personalities in a selling situation.

Objectives: after this module you will be able to:
- Further develop your competence and confidence in understanding personality styles
- Be able to understand your own default style
- Know how to flex your own style
- Land your communication messages more effectively

Sample title

Module 10 - Cold calling in a COVID-19 world

Aim: To ...

Objectives: after this module you will be able to:
 - Qualify opportunities consistent using a world class tried and tested tool
- Save you precious time, money and effort in your sales career
- Structure sales calls in a very consistent way using CCMAGNETSS
Become a seriously effective professional seller
Save your sales organisation a lot of wasted effort

If you have any queries or would like to discuss tailoring a course to suit your individual business needs why not contact us now on 086 832 9940 or send us an email outlining your requirements and a member of our team will revert to you.