By the end of this seminar, participants will be able to:

• Create an action plan and prioritize to maximize selling effectiveness
• Be acquainted with all sales process 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

 CONTENT         

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 for Business – 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
  • The H-E-A-R-D approach for dealing with customers
  • 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

Data Analysis

• • The sales and marketing strategy, organizational structure, culture, roles and responsibilities, priority product solutions, and priority customers
  • Customer buying patterns, behaviors, and cycles
  • The various selling situations, competitors, differentiators, key selling and coaching challenges and opportunities, and customer experience
  • Performance data
  • Key product information that is critical to successful selling
  • Key selling strengths and areas for improvement

FOR WHOM:

Sales analyst, account managers, sales managers, marketing professionals and others who perform related functions.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

DATE:

1ST BATCH: 5th– 7th August, 2020

2ND BATCH: 16th – 19th March, 2021       

THE COURSE FEE WILL COVER YOUR:

Tea/Coffee with snacks for breakfast, Lunch, Flash Drive & Training materials, Executive bag and writing materials, Group Photographs and Certificate.