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About
This workshop is designed to teach participants how to become effective sales people in today’s highly competitive marketplace. Gone are the days when customers would accommodate pushy salespeople who boast of having all the right answers. Today, customers want to engage a sales person truly capable of being a business partner that offers the best solution.
This workshop exposes participants to the essential teaching that help the salesperson become a consultant capable of sustaining a higher level of sales. Participants will be familiarized with the changing dynamics of buyer/seller relationships; be guided through the steps of the sales process; and given a better understanding of how buyers arrive at a purchase decision in today’s business environment.
Programme Outline
Fostering Stronger Customer Relationships
· The Consultative Approach
· Recognizing and adapting to various Communication Styles
· Building Trust
· Pitfalls to avoid
Prospecting
· Suspects vs. Prospects
· Qualification of Prospects
· Sources of Prospects
Pre-approach
· Understanding Buyer Behavior
· Researching the buying process and roles of customer personnel
· Consolidation of findings and strategy planning
Approach
· The Sales Call Plan
· Conversational strategies
· Effective listening techniques
· Understanding and interpreting non-verbal cues
Sales Presentation
· Crafting the Unique Selling Proposition (USP)
· Building an effective Sales Proposals around the USP
· Executing a compelling sales presentation
Negotiation
· Sales negotiations techniques
· Most common buyer negotiation tactics encountered
· Handling and overcoming price objections
Closing
· Exploring various closing techniques
· Recognizing closing signs
· Top closing strategies to employ
Follow-up
· Soliciting Feedback
· Repeat Purchase Strategies
· Maintaining Contact
Handling Difficult Customers
· Understanding the personality/psychographic type
· Understanding sources of resistance or unique circumstance
· Strategies to succeed with difficult customers
Upon completion, participants should be able to:
Develop strong customer relationship in an ethical context.
Correctly deduce buyer motives and understand buyer behavior
Craft a compelling sales proposition
Make organized and well planned sales calls and presentations
Effectively negotiate with the customer
Overcome ‘price’ objections
Close the Sale
Handle difficult customers or challenging selling situations
Foster repeat sales
Who should do this course:
Persons seeking to start a career in selling.
Sales Professionals seeking to update and sharpen their knowledge and skills.
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