“Authentic Selling” Skills Development

Sales leader 6

‘Authentic Selling’ is an experiential sales development program for sales professionals.


The program assists salespeople to increase their productivity by developing the capability to be more customer centric and less product centric – to focus on creating value for the customer – to assist the customer to buy rather than pushing product.


Sales skills reinforcement

Participants will develop habitual skills and capabilities to help them sustain-ably achieve:

  1. Improvement in sales productivity and success
  2. Business generation with new customers
  3. Improvement in retention and revenue growth with existing customers
  4. Generation of customer value by applying good sales process, methods and principles



Reinforcement for sustainability:

Most sales training program deliver limited sustainable results.  This is because most people forget most of what they learn in a training course within 30 days. They don’t get to practice and make the new skills habitual.This program comprising a 2 day seminar followed by 8 reinforcement sessions run over the ensuing months. Each session comprises; set activities that are completed on the job, reinforcement videos, and, a group workshop to share experiences. These sessions are facilitated by the front line sales managers with the assistance of the ‘Authentic Selling facilitator.  The net result is two fold:

  1. The new skills and capabilities become more habitual and sustainable within the participating salespeople
  2. The sales managers learn how to coach and reinforce the skills and capabilities so that they can continue the development after the formal program finishes


Learning Outcomes:

At the conclusion of the sales development program the attendees will:

  • Understand the true meaning of sales – how not to “sell” – how to assist your customers to buy!
  • Understand how to manage the sales process and align with the buying process
  • Be familiar with selling methods and skills required at each stage of the sale
  • Know how to prospect for new opportunities
  • Know how to research and discover to achieve insight in order to create value
  • Understand how to develop and present a winning customer focussed value proposition
  • Know how to authenticate and validate the proposal
  • Know how to handle objections and close effectively
  • Develop these learnings into habitual practices via controlled reinforcement




  • Sales – what is it? History? Alternative Methods?
  • Introduction to professional and authentic selling
  • Sales success ingredients
  • Self-Analysis


  • ENGAGEMENT: (Prospecting, generating sales opportunities)
    • Prospecting generating sales opportunities
    • Planning
    • Customer focussed mindset
    • Social Selling basics
    • First Impressions


  • INSIGHT:Gap Analysis
    • Gaining insight – Uncovering customer needs, wants, challenges, problems
    • Researching, interviewing, assessing, qualifying
    • Problem/Solution development – Gap Analysis
    • Moving mindset from product features and benefits to customer value
    • Value Proposition
    • Sales Call management




Feature Benefit link





  • Objection handling & Negotiation
  • Closing
  • Forecasting and pipeline management

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