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Course Details
Course Details
What You'll Learn
Topic 1. Foundations of Selling
- Selling Mindset
- Selling Like a Human
- You've Got to Want It
- Confidence & Focus
- Fear Reduction
- Sales Strategy
- Math of Sales
- Goal Setting
- Understanding Buyer Psychology
- Psychology of Influence
- Why People Buy
- Buyer's Matrix
- Exactly What to Say
- The Power of Words
- Illusion of Choice Using Leads
- Building Trust & Rapport
- Tone
- Champion Selling
- Discovery Process
- What is the Point of Discovery?
- Bucket Questions
- Why Why Why
- Gap Questions
- Permission-Based Selling
Topic 2. Selling Techniques & Problem-Solving
- Sales Methods
- Problem-Based Selling
- What Would Your Customer Say (WWYCS)?
- Upselling and Cross Selling tecniques
- Sales Tactics
- How to Run a Great Demo
- Educate ("The What")
- Demonstrate ("The How")
- Buy-In ("The Why")
- Mini Close
- Champion Selling
Topic 3. Closing the Sale
- Closing Techniques
- What is a Close?
- Do They Want It?
- Justify the Price
- Discounting
- Mini Close
- Make it Easy for Them to Buy
- Proper Follow Up
- Common Challenges
- Common Flubs & Flaws
- Champion Selling
Topic 4. Handling Objections & Rejections
- Objection vs. Deflection vs. Rejection
- Sales objection Handling techniques
- Answer & Ask
- Using Testimonials for Objections
- Metrics of Sales Closure Process
Course Info
Prerequisite
Basic computer and file-management skills are expected. Familiarity with everyday workplace communication and the business situations covered by this course will help you follow the exercises.
Software Requirement
- A modern web browser and PDF reader for course materials.
No specialist application installation is required unless specified in your joining instructions. Prepare access to the course materials before class.
Hardware Requirement
Bring a laptop or tablet capable of reading PDF course materials and completing written exercises.
Bring your own computer and charger, with a reliable internet connection and permission to install the required software. For live online classes, also prepare a microphone or headset.
If you need help arranging a suitable device, contact us before the class to confirm availability.
Job Roles
Job Roles
- Sales Manager
- Business Development Manager
- Sales Executive
- Client Relationship Manager
- Account Manager
- Customer Success Manager
- Sales Consultant
- Sales Trainer
- Inside Sales Specialist
- Territory Sales Manager
- Retail Sales Manager
- B2B Sales Representative
- Key Account Executive
- Sales Coordinator
- Corporate Sales Manager
- Sales Analyst
- Regional Sales Manager
- Channel Sales Manager
- Marketing and Sales Consultant
- Sales Operations Specialist
Trainers
Trainers
is an accomplished IT and data specialist with over 20 years of experience in academia, ICT leadership, and professional training, with a strong focus on data analytics and Excel-based solutions. He has developed and delivered specialized training programs on Statistical Data Analysis with Excel and Visual Basic for Applications (VBA) for Excel, equipping learners with advanced data manipulation, automation, and reporting skills. His expertise extends to automating institutional reporting systems, where he successfully streamlined academic records management through Excel-based tools, integrating macros and automation to improve efficiency and accuracy. As a trainer and consultant, Dr. Siraj has taught Excel to diverse audiences, including university staff, administrative teams, and professionals in banking, security, and education, ensuring they can apply Excel for decision-making, statistical modeling, and process automation. His practical mastery of Excel is complemented by his deep knowledge of office automation and ICT project management, making him a highly sought-after trainer in data analysis and productivity tools. With his blend of hands-on technical expertise and instructional experience, Dr. Siraj stands out as a credible authority in leveraging Excel to drive organizational efficiency and data-driven strategies
Review
Customer Reviews (9)
- Very useful course Review by Course Participant/Trainee
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Well organised course with clear objectives. The step-by-step approach made it easy to follow. (Posted on 4/19/2026)1. Do you find the course meet your expectation? 2. Do you find the trainer knowledgeable in this subject? 3. How do you find the training environment - Fantastic experience Review by Course Participant/Trainee
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Very engaging session. The trainer patiently answered all our questions and gave useful tips. (Posted on 2/7/2026)1. Do you find the course meet your expectation? 2. Do you find the trainer knowledgeable in this subject? 3. How do you find the training environment - Worth every cent Review by Course Participant/Trainee
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Very informative and interactive. The small class size meant we got a lot of personal attention. (Posted on 1/28/2026)1. Do you find the course meet your expectation? 2. Do you find the trainer knowledgeable in this subject? 3. How do you find the training environment - Superb training Review by Course Participant/Trainee
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Really enjoyed the training. The examples were relevant and the pace was just right. (Posted on 9/7/2025)1. Do you find the course meet your expectation? 2. Do you find the trainer knowledgeable in this subject? 3. How do you find the training environment - Clear and easy to follow Review by Course Participant/Trainee
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The course content was comprehensive and up to date. The practical exercises were the best part. (Posted on 4/14/2025)1. Do you find the course meet your expectation? 2. Do you find the trainer knowledgeable in this subject? 3. How do you find the training environment
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