Selling skills, Sales Negotiation & Lead Management

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