1. How to Make Sales When You Don’t Like Selling
Learning Session Description:
Selling is tough! Making sales is one of the hardest jobs there is. Why?
Because the majority of people will tell you, they don’t need your product
or service, don’t want it, and can’t afford it. And there’s no stock answer
to that; no magic bullet that will turn a non-customer into a customer.
However, if you are a business owner, a sole trader, established sales
person, or new to sales; then you need to find new clients and customers.
You need to make sales to make sure your business survives, and is
profitable and successful. As a modern business person, you need to
develop skills, knowledge, attitude and personal qualities to meet the
greater expectations of your customers and their business.
This learning event addresses the qualities, knowledge and skills needed
by a professional business person. It is primarily directed at those who
have not been trained in sales, and are not particularly comfortable about
selling.
It examines the importance of attitude, sales psychology and basic sales
techniques. It will show you how to get customers to come to you and
motivate them to buy.
Once you have attended this event, you will have a better understanding
of why people buy; how to be more proactive, influence decisions,
become more persuasive and build lasting customer relationships.

2. Learning Session Objectives:
By the end of this workshop, participants will have learned:
The difference between old and new style selling
The vital ingredient in sales
The psychology of sales
How to sell yourself
How to get an appointment
The 4 steps of the sale
How to deal with resistance and motivate people to buy
Learning Session Benefits (to the participants & to the organization)
Participants will develop the skills and abilities to:
Obtain more appointments and handle initial resistance
Develop a simple structure for opening the sale, identify customer needs,
present the benefits, gain commitment to buy, or move to the next step
Develop more confidence to sell, and generate more sales for their
organisation
Learning Session Outline:
A new type of salesperson
Developing an understanding about the difference between old style
selling, and new style selling
Attitude – the vital ingredient
Getting into the mindset and developing an attitude for success
Selling yourself
Nothing will happen until you are successful in selling yourself. Learn how
to impact on the prospect, by asking relevant questions, listening and
using body language

3. The initial approach
How to deal with the gatekeeper, handle initial resistance, and get the
appointment
Planning each contact
Being prepared for each customer meeting
4 simple steps to a successful sales call
Developing a simple structure that enables the salesperson to control the
sales visit
1. The opening
2. Questioning
3. The presentation
4. Closing
Dealing with resistance
Identifying the different reasons for resistance and how you can handle
them.
Method:
This program can be run to suit the needs of your business. It is primarily
designed to be delivered in workshop fashion.
However, it can be delivered effectively as a half-day seminar, or onehour keynote speech.
The workshop is highly interactive. It includes team exercises, group
discussion and skill practise/role playing.
Participants are encouraged to raise real life situations and discuss the
challenges they face.
Your learning event leader
Alan Fairweather, The Motivation Doctor, is an
International Speaker, New Business Consultant and
Successful Author.
Before starting his own business, he spent a total of 23
years in sales, customer service and management.

4. He worked in six different organisations as a Sales Engineer, Training
Manager and Sales Manager.
He originally trained as an engineer before his career in Sales and
Management.
He formed his speaking, consulting and learning business in 1993 and for
the past twenty years has been running seminars and workshops in the
UK, US, Europe, Middle East and South East Asia.
His books are available worldwide through
Amazon and other retailers.