LESSON 1 - IMPRESSIVE INTRODUCTIONS
Welcome Participants... Kickstart with 'The 8 secs Story'
The 5 keys to Making a Captivating Introduction in 8 secs.
✓ The Introduction: How to Get Started?
✓ The Pleasantry: How to Respond with Something Positive and Enthusiastic?
✓ The Hook: How to Grab your Customer's Attention?
✓ The Naming Names: How to Identify Yourself and Your Organization?
✓ The Ending Question: How to Conclude Your Opening?

LESSON 2 - THE VERBAL HANDSHAKE
✓ Give, Seek, Clarify Exercise.
✓ there's time to talk and then there's time to listen. Are you Listening?
✓ What are the 5 kinds of Listening? What's your style?
✓ Non-Verbal, Tone or Words! What matters in Communication?
✓ So, What and How Should Be the Opening?
✓ Practice Session with Participants.

LESSON 3 - GOT A FOOT IN THE DOOR! WHAT NEXT?
Know the Psychodynamics of your Customer to Engage in the Conversation
✓ A Driver, an Expressive, Amiable or Analytical? Know what you should and should
not do with them.

LESSON 4 - INVESTIGATE TO GATHER HIS NEEDS
Use the SPIN tool to Gather their Needs.
✓ Use these Probing Techniques to know his Current Situation, Needs, Problems,
Dissatisfactions, Implications & Need Payoffs.
✓ What type of Need is it? Strong, Weak, Functional, Emotional, Social,
Psychological?
✓ Use this tool to let him underscore the gravity of his problem and his urgency to
get a solution.
✓ Use this tool to let him talk about your products' benefits in his own words.
✓ Put all of them together! Paraphrase and take his Agreement.
✓ Practice Session with Participants

LESSON 5 - BUILD CREDIBILITY, A SENSE OF PURPOSE AND TRUST
The Golden Circle
✓ Why You Do What You Do.
✓ How You Do What You Do.
✓ What Do You Do.
✓ How to Become a Trusted Advisor to your Customers
✓ Practice Session with Participants

LESSON 6 - DEMONSTRATE CAPABILITIES
Understand the Buyers' Mind first and then Sell.
✓ The Buying and Selling Cycle. How to marry the two
✓ Why to Pull the Right Solution, Not All
Features, Advantages and Benefits
✓ Are they the same or are they different?
✓ How each one of them impacts Selling and what to choose when

LESSON 7 - OBJECTION HANDLING
✓ What are the 4 types of Objections?
✓ What is the Process of Handling Objections
✓ How to handle each of the 4 types of Objections
✓ How to create the Value Balance and Lead Sales
✓ How to turn Objections into Opportunities
✓ Practice Session with Participants

LESSON 8 - OBTAINING COMMITMENTS
✓ What are the 4 Key Outcomes of a Selling
✓ What are the 3 Closing Techniques?
✓ How to get the Customer to agree to do some work?
✓ How to turn the Customer's No into Yes
✓ How to Influence and get the Order
✓ What to do if still it’s a No Sale
✓ Practice Session with Participants
THE BONUS MODULE
✓ Bursting Selling Myths
✓ Consolidate Learning, Action Plan and Wrap Up