Introduction
Sal es makes the world go ’round. Effective sal es communication is an indispensable skill. The good news is that you don’t have to be a natural-born salesperson to succeed in the world of sal es. In fact, as long as you have other peoples best interests at heart, you already have the makings of a great salesperson.
Great salespeople look at sal es as a collaborative process between themselves and the client. The best sal es interactions, buyers think of the seller as just a person who had taken a genuine interest in their problem and was helping them solve it.
Good sal es skills can mean better profitability for the company and a better customer experience. This workshop helps convert participants into professional sellers and provides insights into bestselling strategies and practices.
Course Objective
- Improve sal es performance through applying a structured approach
- Develop relationship building skills
- Understand the difference between selling features and benefits
- Improve planning, closing techniques and confidence
- Develop excellent questioning skills
- Improve efficiency with effective territory and client management
- Demonstrate the appropriate selling techniques & cross selling strategies
- Dealing with difficult and other variety of customers
- Learn how to close a sal e
- Be able to deal with objections
- Understand the importance of the after sal es service
- Managing sales figures and sal es forecasting
- Develop a personal action plan
Customer Value Pyramid
- Customer Value Pyramid for Establishing Relationship with Prospects
- Understand the psyche of the prospect
Consultative Selling
- Need to generateTrust
- Probing process
- Shift from Transactional Selling to Consultative selling
Customer Interaction and penetration
- Art of small talk, Need assessment, Customer profiling
- How to start conversation with customers and turning an enquiry in to sal es
Preparation before meeting prospects
- Language based approach Ethos, Pathos and Logos
- Sal es approach demands Right Selection of Right words during interaction with prospects
- Q & A on – Self · Product & Process · Customer Competitor Company
Questioning Technique
- Negative Reversing Questions Tips on Power Phrases Examples
- Some solid ideas of how you can use negative reverse selling to get your prospects to ditch the maybe club by giving you a definite yes or no.
Reverse Sal es Technique
- The concept of Reverse Psychology – When to use How to use
- Strategy to keep prospects talking, exploring and explaining their thinking and feelings
Probing Process
- How Probing is different from Questioning types of Probing, Open and Close ended questions
- Developing the art of asking questions to connect their products in a better way with their prospects
Presentation Skills
- How to make effective self-presentation while interacting with customers + pre interaction preparation
- How to present self
Techniques to Impress Prospects
- 6 Principles of Influencing by Robert Cialdni
- How to develop comfort level with the prospects
Sale Networking
- Various networking platforms in the industry and ways to utilize them, Designing Business Networking Strategy
- Effective ways through which trainees can increase their target market and do segmentation; Reference generation model
Sales Negotiation
- Sales dialogue scripting, Sal es call opening, Countering buyers tactics; objection handling and Call closure
- Developing scripts for various conversations
Strategies of Negotiation – BATNA, ZOPA, WAP
Techniques of Negotiation
Bottlenecks in Sales
- Dealing with difficult situations and difficult customers
- Countering buyers tactics; Objection Handling
Sales Hero Hooks Technique of Presentation
- Developing Hero Hooks
- Designing Compelling Proposition
- Modern ways of product presentation
Product Demo
- Product / service presentation style, Script,
- FAB Analysis
- Unique Sal es Proposition
- How to give effective product presentation to generate sal es; Identifying Features, Benefits and Advantages of the service / product they sell.
Sales Closure
- How to identify buying signals, 5 ways of closing sal es call, script for effective and confirmed sal e conversions with immediate order
The Untold Secrets of Sales