Discover
a new attitude towards selling, and improve
your skills to be successful in cross selling, up selling and overcoming
resistance. This intensive program covers a huge range of selling skills and
knowledge to improve performance and increase your company’s profits. Delegates
will explore all the skills they need to add value to their customers’ while
increasing sales for the company.
- Understand sales strategy and how to deliver exceptional customer service
- Explore the psychology of selling and Analyze how customers think and feel
- Learn how to write proposals that are both interesting and informative
- Analyze the importance of time management and planning skills in sales
- Prepare effective opening and closing techniques
- Identify different buying signals and the opportunity for upselling and cross-selling
- Discuss needs analysis and employing questioning techniques
- How to deal with objections
- Learn how to present with impact and conviction that results to tangible results
- Appreciate the importance of building lasting client relationships
- Set goals and objectives and how to stay on top of them
- Define motivation and how to stay motivated and positive
Below is an example of the course content. The content can be
‘tailored’ to meet the exact requirements of the client.
Day One
Sales strategy
·
Review
the basic selling skills
·
Key
account management
·
Relationships
management
·
Delivering
exceptional customer service
The psychology of selling
·
How
the customer thinks and feels
·
Quality
of selling – moving beyond the price
·
Improving
your strike rate
Proposal writing
·
Parts
of a proposal
·
Professional
writing techniques
·
Presenting
your proposal
Time and area management
·
Why
is time your most important resource?
·
Managing
your time and your area
·
Organizing
and prioritizing
Day Two
The power of positive thinking
·
Your
attitude makes a difference
·
Improving
‘attitude’
·
Emotional
intelligence
Adding value to your customers
·
Combining
sales and service
·
Cross
selling and up selling
·
Matching
features and benefits to customers’ needs
·
Value
through cross selling
·
Value
through up selling
Sales presentations and pitching
·
Effective
presentation skills
·
Overcoming
presentation challenges
·
The
elevator pitch
·
Transactional
versus consultative selling
Building maintaining relationships
·
Gaining
your customer’s trust
·
Creating
your personal and organizational band
·
Dealing
with difficult customers
Day Three
Overcoming resistance
·
Why
customers resist?
·
Overcoming
resistance
·
Clearing
up misunderstanding
·
Negotiation
skills
·
Dealing
with drawbacks
·
Overcoming
stalling
Self-motivation
·
Motivators
and de-motivators
·
Maintaining
a positive ‘frame of mind’
·
Being
motivated to solve problems
Setting SMART goals and objectives
·
Identifying
personal goals and objectives
·
Developing
a personal action plan
·
Implementing
the action plan
·
Agreeing
on effective follow up processes
The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited. Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:
- Group discussion
- Individual and syndicate activities
- Individual and group tasks
- Case studies
- Role plays
- Audio and video evaluation
- Action planning
- Experiential learning games
- Presentations
- Assessments