Effective Selling Skills
Classroom Workshop
Course Outline
Prospecting & Lead Generation
Identifying Ideal Customer Profiles (ICP) & Buying Personas
LinkedIn Sales Navigator, Industry Reports, Analyst Insights
AI tools for lead research & personalization
Qualifying leads using BANT / CHAMP
Account Tiering: Where to Invest Time & Effort
Deep Client Understanding & Opportunity Mapping
SPIN & Challenger Selling Principles
Questions to Uncover Explicit Needs
Mapping Client’s Business Drivers, KPIs, and Pain Points
Internal Buying Process: Who really decides?
Creating a Client Pain-Gain Map
Crafting Your Value Proposition & Positioning
Why Value Propositions Fail – Common Pitfalls
Crafting Powerful, Outcome-Focused Messages
Linking Solution Features to Business Impact
White Space Mapping – Identifying Cross-Sell / Upsell Potential
Using Storytelling & Business Cases with Data
Influencing the Buying Committee & senior-Level Conversations
Buying Roles: Economic Buyer, Influencer, Technical Gatekeeper
Power Map & Influence Strategy
Building Executive Presence in Sales Meetings
Handling Buying Consensus & Internal Conflicts
Managing Procurement and Legal Gatekeeping
Objection Handling, Pricing Negotiation & Deal Advancement
The Psychology Behind Objections – What Buyers Don’t Say
Frameworks to Acknowledge, Reframe & Resolve Concerns
Negotiation Triggers: When to Push, When to Hold
Value vs Price – Defending Premium Offers
Preventing Last-Minute Drop-offs
Closing High-Value Deals & Post – Sales Engagement
Reading Buying Signals & Buying Anxiety
Closing Frameworks: Assumptive, Urgency-Driven, and Collaborative Close
Post-Sale Engagement & Onboarding Influence
Account Expansion Mindset – Planting Seeds Early
Relationship Laddering