GT-207
Learn How To Sell Anything … And Have Fun! – Part 2
Description
This two-day, hands-on workshop is designed for sales professionals who have mastered the basics and are ready to elevate their skills to the next level. Through immersive exercises, simulations, and real-world case studies, participants will learn how to strategically manage complex sales, influence decision-makers, negotiate win-win outcomes, and build long-term client partnerships. The course blends psychology, data-driven insights, and practical tools to help participants navigate challenging sales situations, improve conversion rates, and drive sustainable success in a competitive market.
Prerequisite
Learn How To Sell Anything … And Have Fun! – Part 1 or equivalent training/experience.
Objectives
By the end of this course, participants will be able to:
- Apply advanced questioning and consultative selling techniques to uncover deeper customer needs.
- Map and manage complex sales cycles and stakeholder relationships.
- Use influence and persuasion strategies ethically to guide buying decisions.
- Negotiate effectively to achieve mutually beneficial outcomes.
- Leverage emotional intelligence to enhance trust and communication.
- Develop strategic account plans to grow and retain key clients.
- Analyze performance metrics to continuously improve sales effectiveness.
Key Takeaways
- Frameworks for advanced consultative and strategic selling
- Tools for mapping stakeholders and understanding decision-making dynamics
- Negotiation strategies to create win-win outcomes
- Psychological insights for influencing without manipulation
- A personalized sales improvement plan with measurable actions
Who Is This For
This course is ideal for sales professionals with at least 6–12 months of experience; graduates of the “Learn How To Sell Anything … And Have Fun! – Part 1” course or equivalent training; account managers and business development professionals; and entrepreneurs and consultants managing long or complex sales cycles.
Certificate of Completion
- Certificate of Completion issued after successful completion of all chapters, hands-on exercises, and course evaluation.
- Certificate is downloadable from the Ghost Team Academy Education Portal.
Training Outline
Module 1: The Psychology of Influence
- Understanding buying behavior and decision-making processes
- Principles of influence (Cialdini’s 6 laws of persuasion)
- Exercise: Identifying influence opportunities in your current sales cycle
Module 2: Advanced Questioning & Discovery
- The art of layered questioning
- Reading between the lines: uncovering unspoken needs
- Workshop: Consultative sales conversation role-play
Module 3: Selling Value vs. Competing on Price
- Building a compelling value story
- Quantifying ROI and outcomes
- Case study: Turning a price-sensitive buyer into a loyal client
Module 4: Managing Complex Sales Cycles
- Understanding B2B buying committees
- Stakeholder mapping and influence strategies
- Group exercise: Building a stakeholder map for a target account
Module 5: Emotional Intelligence in Sales
- Self-awareness and empathy in client conversations
- Managing rejection and maintaining motivation
- Reflection: Emotional triggers and resilience
Module 6: Negotiation Skills for Sales Professionals
- Win-win negotiation framework
- Handling power dynamics and concessions
- Simulation: Live negotiation scenarios with feedback
Module 7: Storytelling & Presentation Mastery
- Crafting stories that connect emotionally
- Using structure and visuals to persuade
- Workshop: Deliver a 3-minute “impact pitch”
Module 8: Handling Advanced Objections
- Root-cause analysis of objections
- Turning objections into opportunities
- Partner exercise: Real-world objection drills
Module 9: Strategic Account Management
- Building long-term partnerships
- Identifying upsell and cross-sell opportunities
- Creating a simple account growth plan
Module 10: Action Planning & Personal Development
- Assessing your current sales strengths and blind spots
- Setting SMART goals for ongoing improvement
- Course wrap-up, key takeaways, and feedback
