• Enjoy selling by befriending customers
• Close deals with confidence
• Be organized and efficient
• Understand the selling process and how to master it
• Feel confident preparing for a sales meeting
• Know different selling styles and their uses
• Handling objections and hidden excuses
• Master body language and rapport to build relationships

1. Introduction
   1. The winning edge
   2. Old Vs. New method of sales
2. Customer Buying Psychology
   1. Why Customers Buy?
   2. Why Customers Don't buy?
3. Sales Person – Back to Basics
   1. Sales Person Traits (top 10 traits)
   2. Sales Person Attitude (Commitment, positivity, confidence etc.)
   3. Tips on Creating a Personal Brand
   4. Most Important Sale (to yourself)
4. Know Your Client
   1. 4 personality types
   2. Client profiling
   3. Customer journey and needs
5. Approaching – (Building Chemistry and have a Great 1st meeting)
   1. The First Rule of Selling
   2. Trust Is Critical to Sale
   3. Credibility = Increased Sales
   4. People Believe What They See, Not What They Hear
   5. Make them feel important
   6. The delight factors
   7. The art of creating first impression
   8. How to deal with difficult people
6. Diagnosing a sale
   1. your potential client
   2. Understanding client needs
   3. Getting in to their shoes
   4. Building their needs
   5. Listening actively (80:20 rule)
   6. Get them to say it
7. Prescribing a solution
   1. Presenting Your Case (help not sell)
   2. FAB - Features Vs. Advantage Vs. Benefits
   3. Your Value Proposition & competitor's info
   4. Creating a Sense of Urgency (3)
   5. Using Information To Build Trust
8. Objection handling
   1. Preparation is key to sales
   2. Its too expensive - The Price Myth
   3. Feel, felt found technique
   4. The Magic of Giving
   5. Service Quality and Impact
9. Closing the Deal
   1. Closing is like a recipe
   2. Closing words to use
   3. Keeping the ball in your court
10. Improvement Plan
11. Closing

Sharjeel is a Chartered Accountant who loves being self-employed and running small entrepreneurship ventures.

Before starting these ventures He was with Ernst & Young, for 17 years as a Partner in Risk Advisory Services. He believe that sales is the lifeline of any business. It is the most exciting part of any business and . I have been involved in selling services and products to a wide range of customers throughout my 20+ years of career.

He was instrumental in bringing EY Advisory Services from Zero revenue to US $2.5 million/annum in five years.

He has also worked in EY United Kingdom and United States of America for a short time.

He has been training at different forums and level for more than 20 years now. Currently he is a visiting faculty at Pakistan Institute of Corporate Governance and a CEO and lead trainer of Marvel Leader.

1. New Hires in Sales
2. Experienced Sales Executives looking to increase their sales numbers
3. Those considering sales as a career in the future
4. Anyone who serves clients on a day to day basis

1. Introduction – 45 mins
2. Customer Buying Psychology – 45 mins
3. Sales Person – Back to Basics – 90 mins
4. Know Your Client – 75 mins
5. Approaching – 120 mins
6. Diagnosing a Sale – 90 mins
7. Prescribing a Solution – 90 mins
8. Objection Handling – 90 mins
9. Closing a Deal – 60 mins
10. Improvement Plan – 30 mins
11. Closing – 30 mins