Learning Outcomes
At the end of this training, participants will be able to:
- Create an action plan and prioritize to maximize selling effectiveness
- Be acquainted with all sales processes to deliver results
- Adopt the skills and techniques that routinely deliver positive customer experiences
- Use a customer-focused selling approach to close more sales in less time
- Proactively manage key-account customers to promote additional sales
- Effectively organize their schedule to achieve sales goals and build a pipeline
- Adopt appropriate sales persuasion and negotiation techniques
- Develop effective sales communication skills
Course Module
Sales Process
- Product Knowledge
- Pre-approach – planning the sale
- Identifying and cross-questioning
- Need assessment
- Value Proposition
- Handling Sales objections
- Gaining commitment
- Follow-up
- Closing deals
Prospecting – Breaking Fallow Grounds
- Lead Generation: Referrals, Cold Calls, Internet Marketing, Telemarketing, Advertisement, Events
- The Concept of Sales Funnel
- Inducing Product Trial and First Purchase
Communication and Interpersonal Skills Development
- Listening and questioning skills to uncover customer expectations
- Telephone and voicemail selling techniques
- Words and tones to avoid
- Engaging your customer’s preferred “learning style”
- Interpreting the meaning of nonverbal communication
- How to identify a customer’s “buying style”
Soft Skills for Sales Effectiveness
- Listening and Questioning Skills
- Assertiveness
- Attentiveness
- Self Confidence
- Negotiation skills
- Time Management
Dealing with different types of Customers
- Understanding internal and external customers
- Understanding different Customers types and personality types
- Steps to dealing with difficult people
Principles of Persuasion and Negotiation to Increase Sales Effectiveness
- Reasons why customers don’t buy
- Selling with emotion not logic
- Value selling: Selling benefits not features
- Win-Win negotiation strategies
- How to overcome sales objections and customer procrastination
Creating a Customer-Focused Sales Team
- Delivering on the Customer Expectations
- Selling with Influence
- Increasing sales through customer service
- Dealing with customer objections in a professional manner
- Action Planning for Continuous Improvement
Who Should Attend
Account managers, Sales Managers, Marketing Executives, Relationship Officers and others who perform related functions
Training Delivery Techniques
For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.