Introduction

The environment requires that Sales Professionals and Entrepreneurs adopts new selling techniques for improved business performance.

The Insight Based Selling Programme gives you the skills and insights to attract new customers, close more sales, and grow your profits. You’ll learn how to profile personalities for better success, find new online prospects, and engage in conversations that lead to sales.

With easy-to-use tools and a streamlined sales process, you’ll shorten your sales cycle, cut costs, and close deals faster. Most importantly, you’ll sell value, building long-term relationships and turning customers into repeat buyers.

Programme Objectives

This programme aims to:

• Build formidable teams with sustainable Sales Centric Culture
• Learn the Magical Selling Process using new Customer Insights
• These Insights will help understand the customer’s needs in depth and close the sale
• Utilize proven techniques for Sales Pipeline Management
• Empower delegates to develop clearly defined Sales Leadership pillars
• Effectively employ product Features, Advantages and Benefit statements (FAB) in selling
• Personality Profiling for self understanding to create positive results in personal and professional relationships

Key Focus Areas / Programme Structure

 The Sales Professional, Profile self (CLARITY 4D) to build harmonious working relationships

 Understanding our Products, How to sell VALUE to your customers

 Insight Based Selling, Ways to increase Your Business / offers for your online audience

 Sales Prospecting / Pipeline Management, Finding Prospects who are ready to Buy

 Sales Leadership, Self pillar, Team Pillar & Customer Pillar

 Handling concerns & Closing the Sales, Align your offering to finally close the sale

Target Participants

The programme is highly recommended for (but not limited to):

• Sales Managers
• Sales Supervisors
• Sales Team Leaders
• Entrepreneurs

Key Learning Outcomes

By the end of the programme, participants should be able to:

• Recover and Thrive: Bounce back from sales disruptions with actionable strategies for growth.
• Increase Sales: Leverage fresh insights to attract more customers and close more deals.
• Elevate Your Team: Use personality profiling to boost individual and team performance.
• Expand Your Reach: Uncover new online prospects and engage in impactful conversations.
• Optimize Efficiency: Shorten the sales cycle to save time, reduce costs, and close deals faster.
• Secure Long-Term Growth: Sell value to build lasting customer relationships and ensure repeat business.

Programme Delivery

The course uses interactive sessions, real-life cases, group discussions, individual exercises, and team-based exercises based on experiential learning. It will be delivered by sales and marketing experts (both academics and practitioners).

The mode of delivery is In-Person at the SBS Campus.

Programme Structure & Topics

• Building Strong Relationships: Profile yourself using CLARITY 4D to improve teamwork and customer connections.
• Selling Value: Understand your products and learn how to position them to meet customer needs.
• Growing Your Business: Use insight-based selling to attract online audiences and boost your sales.
• Finding the Right Buyers: Learn prospecting and pipeline management to focus on customers ready to buy.
• Leading with Impact: Strengthen yourself, your team, and your customer relationships for better sales leadership.
• Closing the Sale: Handle concerns effectively and align your solutions to close deals confidently

Faculty

To address the need for practical hands-on learning the course will be taught by a mix of industry practitioners and highly qualified faculty.

Our faculty members bring a diverse range of perspectives and approaches to the programme, ensuring that participants receive a comprehensive and well-rounded education.

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