Group Class Activity 1

Group 1
Nurul Ain Binti Mohd Fauzi(MHM231037)
Logeswary AP Kalaarasan(MHM231036)
Azlina Binti Alias
Fatin Nabilah Binti A. Razak(MHM231039)

Training Title:The Eight Steps Closing Sales Training

Objective

● Understand the roles and responsibilities as a salesperson

● Build a healthy self-image of an achiever, to be competitive with self Understand and
meeting customers’ needs as the foundation of successful selling
● Aware that selling is a system
● Build a great relationship with their customers
● Close more sales!

Target Audience

● Sales Manager, Sales Executive and Sales Administrator.

Methodology

● This is a highly interactive workshop and focuses on a combination of theoretical and

practical aspects of selling
● This is an online training group exercise such as role-play and games.

Duration
● 2 days training

TRAINING OUTLINE

MODULE 1: INTRODUCTION TO SALES

● The definition of sales

MODULE 2: THE “RIGHT” ATTITUDE AND MINDSET OF A SALESPERSON

● Why are you doing what you do?

 ● The meaning of success and positive thinking Who is responsible for success – I, me
myself Characteristics of a professional salesperson

MODULE 3: PERSONALITY PROFILING

● What is your personality type?

● Self-assessment of personality types
● The 4 types of personalities
● Selling to the customers with different personalities

MODULE 4: SALES PLANNING

● Success ratio
● Sales KPIs
● Sales kit preparation Customer profiling Understand competitors

MODULE 5: THE 8-STEP SELLING SYSTEM

● Introduction to the 8-step selling system model Generate leads into your data bank
Approaching your potential customers

MODULE 6: PREPARATION TO MEET THE POTENTIAL CUSTOMERS

● Getting more information about the prospect Develop terms for sales
● Visualize the meeting

MODULE 7: DEALING AND NEGOTIATING WITH CURRENT AND POTENTIAL

CUSTOMERS

● Questions to ask to qualify your prospects

● 2 techniques to pitch to customers
● Handling any objections that arise – classical & factual approach
● Detect buying signals
● Techniques to close the sale
● Service and follow ups before and after conclusion
of sales

TRAINING OUTCOMES

Upon completion of this course, participants will be able to:

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 ● Learn about the buyer’s mindset in your industry

● How to do Prospecting more effectively for more business

● Learn how to gain confidence in setting appointments

● Fill pipeline with more qualified appointments

● Learn how to build effortless rapport with your prospects

● Develop the self-confidence to sell effectively and meet with KPIs

● Learn listening skills that will open up a whole new world

● How to Identify customer’s key business needs

● Learn how to sell value to the customers and build trust with customers

● Learn the 8 key stages in progressing the sale

● Learn how to understand the motivations of your prospects

● Learn how to present solutions specific to each buyer

● Be aware of “Body Language” and its impact

● How to handle challenging objections effectively

● Learn how to overcome tough sales negotiation

● How to apply effective closing sales techniques

● Learn effective ways to follow up after the meeting

BEHAVIORIST THEORY ACCORDING TO WESTERN PHILOSOPHIES (PAVLOV’S

THEORY)

The Eight Steps Closing Sales Training Program: Pavlov’s Theory

Pavlov's theory of classical conditioning can be a powerful tool to reinforce desired behaviors in
salespeople. This training program was designed based on Pavlov’s principles.

1. Conditioned Stimulus (CS) & Unconditioned Stimulus (US):

 a. CS: We'll create specific sales scenarios (role-playing exercises, negotiations
simulations) that represent the "desired behavior triggers."
b. US: Positive reinforcement will be the "unconditioned stimulus," something
naturally rewarding for salespeople (e.g., commission bonus, praise, recognition
on a leaderboard).

2. Pairing & Repetition:

a. During training, consistently pair the CS (sales scenario) with the US (positive
reinforcement) whenever the salesperson demonstrates the desired skills (e.g.,
effective objection handling, strong product knowledge) and rewarded with group
bonus when achieving the group KPIs.
b. Repetition is key. The more a salesperson encounters the CS followed by the
US, the stronger the association becomes.

3. Positive Reinforcement Focus: While Pavlov's theory also involves punishment, we will
be using a positive reinforcement approach which fosters a more motivating learning
environment such as monthly reward for KPIs achievement. With this positive approach,
staff will be more enthusiastic to make sales.

4. Real-World Application: Gradually transition to on-the-job coaching and reinforcement

with supervisors providing positive feedback for successful sales closing.