Professional Selling Skills
Many sales people fall into the trap of talking too much. They just cant wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling. This two day extensive sales training program will guide participants towards uncovering the "Right" skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customers needs, this program will enhance sales staffs ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
Texas, US
Aug-05, 2026
Classroom / Virtual
2 Days
About this course
Many sales people fall into the trap of talking too much. They just cant wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling. This two day extensive sales training program will guide participants towards uncovering the "Right" skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customers needs, this program will enhance sales staffs ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
What you'll learn
- Understand what is needed to have both the right skill set and mind set to sell
- Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets
- Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
- Understand the 4 major behavioral styles and personality types and how to sell to each buyer type
Course Contents
Module 1: Introduction to Professional Selling
- Professional selling introduction
- Professional selling skill set and mind set
- The perfect sales person – activity
Module 2: The Professional Selling Skill Set
- Controlling a conversation with customers
- Using the power of questions
- OPEN question selling technique (Operational, probing, effect and nail down questions)
Module 3: Listen and Know Your FAB – Features, Advantages, Benefits
- The importance of listening
- Features, advantages and benefits
- Customer specific benefits
- Identifying customer decision criteria
Module 4: Handle Objections and Close the Sale
- Types of objections
- The APAC objections handling model
- Handling the most common objection "price"
- Nine closing techniques
Module 5: The Professional Selling Mindset
- The right state of mind to sell
- The more "No"s you get
- Visualize your sale
- Know what youre selling inside out
Module 6: Understanding Buyer Types and Follow-Up
- Understanding different behavioral styles and personality types
- Identifying your major behavioral style and personality type
- Selling to different personality styles
- After-sales follow-up strategies
Meet Your Instructor
Ash Rao
Leadership Trainer • Corporate Coach • Business Consultant
Ash Rao is an experienced corporate trainer specializing in leadership, communication, emotional intelligence, and business skills training. With years of experience in developing professionals across industries, he empowers teams and leaders to improve performance, productivity, and collaboration.
Course Price
Need Help?
USA/Canada:
+1 469 666 9332
Australia:
+61 (0) 2 28015 5605
info@mangates.com
Ready to Get Started?
Take the next step in your professional development journey.