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SALES PROCESS MASTERCLASS (3 Hours)

Theme

"Selling is Helping, Not Convincing."

Learning Outcomes:
Participants will learn to

  • Build confidence in selling
  • Understand complete sales process
  • Handle objections
  • Close professionally
  • Generate referrals
  • Build long-term relationships

SESSION FLOW

TimeTopic
15 minIce Breaker
15 minSelling Mindset
20 minProspecting & Approach
20 minFirst Impression & Meet & Greet
30 minNeed Analysis
25 minPresenting Solution
20 minObjection Handling
20 minClosing Techniques
10 minReferrals
5 minSummary
10 minCommitment Activity

Total
≈180 Minutes

ICE BREAKER (15 Minutes)

Activity 1

Sell Me This Pen

Ask everyone to pick any object around them.

Examples

Pen

Mobile

Bottle

Watch

Notebook

Give them only 30 seconds.

Ask them to sell it.

After every presentation ask audience

Would you buy?

Why?

Learning

People don't buy products.

People buy benefits.

Activity 2

Find Someone Who...

Ask participants to find someone who

Has sold something

Negotiated price

Convinced parents

Recommended restaurant

Booked hotel

Sold old bike

Then ask

"What did you actually sell?"

Answer

Trust

Confidence

Ideas

Benefits

ENERGIZER 1

Everybody Sells

Trainer says

Who has convinced mother?

Raise hand.

Who negotiated salary?

Raise hand.

Who convinced spouse?

Raise hand.

Who convinced customer?

Raise hand.

Then say

Congratulations!

You are already a salesperson.

STORY

The Little Boy and Mangoes

A boy sold mangoes.

First customer asked

How much?

₹100

Second customer asked

Are they sweet?

Boy replied

Taste one.

Customer bought.

Lesson

People buy confidence.

Not products.

SLIDE

EVERYBODY SELLS

Discussion Questions

Why do people hate selling?

What is the difference between pushing and helping?

Can doctors sell?

Can teachers sell?

Can parents sell?

Conclusion

Selling = Influence

ACTIVITY

Write 5 Things You Sold Today

Examples

Idea

Smile

Opinion

Advice

Request

Participants realize

Selling happens every day.

SALES EDGE

Story

Sachin was not born a cricketer.

He became one.

Similarly

Nobody is born salesperson.

Practice creates professionals.

Activity

Ask participants

What skill improved after practice?

Driving

Cooking

Speaking

Cycling

Then relate to Selling.

PROSPECTING

Game

Gold Mine Activity

Draw circles.

Inner circle

Friends

Middle

Relatives

Outer

Social Media

Business Contacts

Ask everyone to write

50 names.

Most participants struggle.

Then explain

Prospecting is creating opportunity.

Learning

Pipeline determines income.

APPROACH

Role Play

Wrong Approach

Hello Sir.

I have wonderful project.

Please buy.

Correct Approach

Hello Sir.

I appreciate your valuable time.

Can I have five minutes next week to understand your investment goals?

Ask audience

Which approach feels professional?

Story

Doctor never prescribes medicine before diagnosis.

Why should salesperson?

Learning

Appointment first

Selling later

FIRST IMPRESSION

Activity

First Impression Challenge

Show two volunteers.

One

Untidy

Poor posture

No smile

Second

Good smile

Eye contact

Confident

Ask audience

Whom would you trust?

Explain

7 Seconds Rule

People judge

Appearance

Voice

Confidence

Smile

Energy

Exercise

Power Pose

Stand straight

Smile

Eye Contact

Firm Handshake

Repeat

"I create confidence."

ENERGIZER

Handshake Networking

Meet five people.

Introduce yourself.

Business

One strength

Dream

Learning

Rapport building

NEED ANALYSIS

Activity

Question Bank Challenge

Groups create questions.

Examples

Why are you investing?

What is your budget?

When do you plan?

Family size?

Risk appetite?

Future goals?

Prize

Most meaningful questions.

Story

Doctor asks questions before medicine.

Salesperson should do same.

Exercise

5 WHY Technique

Customer

"I want investment."

Ask

Why?

Again

Why?

Continue

Five times.

Real need appears.

Learning

Never assume.

Always discover.

PRESENTATION

Activity

Feature vs Benefit

Examples

Feature

3 Bedroom Flat

Benefit

Your children get separate study room.

Feature

Club House

Benefit

Healthy lifestyle.

Feature

Near Highway

Benefit

Less travel time.

Participants convert 20 features into benefits.

Golden Formula

Feature

Advantage

Benefit

FAB Formula

Story

People don't buy drills.

They buy holes.

OBJECTION HANDLING

Activity

Objection Ball

Throw soft ball.

Receiver gives objection.

Examples

Too costly

Need time

Need spouse approval

Already invested

No money

Others answer.

Teach

LAER Method

Listen

Acknowledge

Explore

Respond

Example

Customer

Too expensive.

Wrong

No Sir.

Correct

Compared to what?

Can I understand your concern?

Learning

Objections mean interest.

No objection often means no interest.

ENERGIZER

Stand Up If...

Stand if

Someone rejected you.

Stand if

You failed interview.

Stand if

You made mistake.

Everyone stands.

Message

Failure is universal.

Keep selling.

CLOSING

Activity

Buying Signals Quiz

Ask

Customer says

"When can possession start?"

Question

Is it buying signal?

Yes

Customer

"Can my wife visit?"

Buying signal

Customer

"What documents required?"

Buying signal

Teach

Buying signals.

Role Play

Customer

I need time.

Salesperson

What additional information will help you decide?

Teach Closing Methods

Assumptive Close

Alternative Close

Summary Close

Urgency Close

Question Close

STORY

Restaurant Waiter

After serving food,

What does waiter ask?

Anything else?

Dessert?

Coffee?

That's closing.

Simple.

Professional.

Natural.

REFERRALS

Activity

Referral Chain

One participant writes

10 names.

Each name knows 200 people.

Calculate.

10 × 200

=2000 people.

Imagine.

Everyone can multiply business.

Question

When should referral be asked?

After trust.

Not before.

Referral Script

Mr. Ravi,

I'm happy you trusted me.

Can you recommend two friends who may also benefit?

FINAL ACTIVITY

Personal Action Plan

Write

Three habits I'll start.

Three habits I'll stop.

Three people I'll meet tomorrow.

One sales goal this week.

FINAL STORY

The Two Woodcutters

One worked continuously.

Another sharpened his axe.

Second cut more trees.

Lesson

Skill beats hard work.

Training sharpens skills.

KEY LEARNING POINTS

Selling

  • Selling is helping.
  • Trust comes before transaction.
  • Confidence creates credibility.

Prospecting

  • More prospects = More sales.
  • Always maintain pipeline.

Approach

  • Seek appointment.
  • Don't sell immediately.

First Impression

  • Smile.
  • Eye contact.
  • Dress professionally.
  • Positive body language.

Need Analysis

  • Listen more.
  • Ask questions.
  • Never assume.

Presentation

  • Sell benefits.
  • Use stories.
  • Demonstrate value.

Objections

  • Welcome objections.
  • Listen patiently.
  • Clarify before answering.

Closing

  • Ask confidently.
  • Recognize buying signals.
  • Never fear asking for commitment.

Referrals

  • Every satisfied customer is a future lead source.
  • Always ask politely.

GRAND FINALE

Have everyone stand and repeat together:

"I don't sell products. I solve problems. I don't chase customers. I create relationships. Every conversation is an opportunity. Every rejection is a lesson. Every customer deserves respect. From today, I am a Professional Sales Consultant!

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