The Sales Accelerator Programme

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Colly G · July 17, 2025

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Course Information

Introduction

Your Sales Role Defined

Mindset for success

Seven Habits of Successful

Sales Process

Why Prospect

Prospecting Goals and Strategy

Handling Rejection

Sales Funnel and CRM System

Ideal Customer Profile and Buyer Persona

What is the Ideal Customer Profile and Buyer Persona

The Ideal Customer

The Buyer Persona

Lead Generation and Prospecting Using Social Media

Introduction to Prospecting with Social Media

Prospecting on LinkedIn Part one

Prospecting on LinkedIn Part two

Prospecting on Facebook

Prospecting on Twitter

Prospecting on Instagram

Prospecting on YouTube

How to Message on Social Media and Take your Conversation Offline.

Making Appointments

Warm up the Cold Call

Lead Nurturing

Lead Scoring

Prospecting Emails

Direct Mail that gets you in the Door

Ten Mistakes made on the telephone.

Opening the Statements that win Conversation

Nine Hidden Buyer Questions

Voicemail Messages

Asking for the AppointmentGetting Past the Gatekeeper

Objection And Concerns

Getting Past the Gatekeepers

The Sales Call

What Sales Winners Do Differently

Critical Skills

Setting Sales Meeting Objectives

Sales Meeting Call Planner

Value Propositions.

Value Added Selling

Problems v Solutions

Stages of the Buyer’s Journey

Questioning Skills

Discovery Questions

Open – Control – Confirm

Exploring the Problem – Envision a Solution

Understanding Needs

Discover the Impact of the Status Quo

Value Criteria

Identify the Decision Makers

Sales Call Review

Power of Influence

The Sale Part One

Four Stages of the Sales Call

Three Pillars of the Sale

Why People Buy

Finding the Emotional Driver

Emotional Intelligence in Selling

The Sale Part Two

Conditions of Satisfaction

Demonstrating Capabilities

The Storyteller

Convincing Story

Call for Proposal

Revisiting Your Value Proposition

Concerns and Objections

Pre-empting Objections

Handling Customer Concerns and Objections Part One

Handling Customer Concerns and Objections Part Two

Reframing Objections

Commitment to Buy

Negotiating Part One

Negotiating Part Two

Commitment to Buy

Closing the Sale

Assertiveness

Responses