Having an
excellent product or being an expert in your field, doesn’t guarantee that you
will achieve success or respect in the business world. Now, more than ever you
must be skillful at maintaining the relationships that make business work.
Equip your
customer facing staff from sales to business development or any other role that
requires demonstrating value to your customers, with the techniques to do so
effectively.
- Understand the sales process, sales culture and terminology
- Discover what makes sales different to other environments
- Explore the customers buying process and know their specific needs and expectations
- Identify the reasons why you lose customers and how to avoid them
- Analyze the importance of dealing with your customers uniquely; not painting everyone with the same brush
- Understanding customer segmentation
- Understand the needs of different types of buyers in order to offer something each person Recognizes as valuable
- Examine the importance of knowing your competition
- Construct effective questions to use during a sales meeting
- Analyze the importance of clear communication when dealing with customers
- Practice listening skills to understand clients’ needs instead of simply pitching services
- Explore techniques on how to avoid and overcome customer objections in order to gain commitment to the next step
- Learn how to close a sale effectively
Day One
Introduction to selling
·
What
selling really is?
·
The
sales process
·
Sales
culture and terminology
Focusing on the sale
·
Roles
and responsibilities of a sales person
·
Necessary
qualities of the salesperson
·
Persuading
people to buy
·
The
importance of focusing on the sale
·
The
common errors a salesperson can make
·
Features,
advantages, and benefits
Who is your competition?
·
Who
are your competitors?
·
Finding
out about the competition
·
Doing
the necessary ‘leg work’
·
Prevention
is better than a cure
Day Two
Planning your ‘sale’
·
Time
and territory management
·
Achieving
and meeting targets through time management
·
Managing
your time with ‘speed reading’ and ‘proof reading’
Conducting initial
appointments and reading body language
·
The
effectiveness of your initial sales call
·
Customizing
the sales call approach
·
Approaching
customers
·
Different
types of greetings
·
Making
a ‘lasting’ first impression
·
Developing
active listening skills
·
Interpreting
and responding to non-verbal cues
·
Posture
and mannerisms affect your image
Communication and
presentation skills
·
Communication
between the buyer and seller
·
Presentation
skills
·
Asking
the right questions
·
Active
listening
·
Relating
to customers
·
Maintaining
attention
·
Questioning
techniques
Day Three
Objections
·
What
are objections?
·
Types
of objections
·
How
to determine if an objection is real
·
Handling
objections
·
Identifying
the customer’s true objection
·
Anticipating
objections
Closing using
negotiation techniques and tactics
·
Effective
closing techniques
·
Why
people negotiate?
·
Negotiation
styles
·
Negotiation
tactics used by the experts
Closing
·
Closing
the sale
·
Recognizing
buying signals
·
Generating
additional sales
·
Add-on
selling
·
Up-selling
·
Cross-selling
·
Re-assuring
the customer
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