ESSENTIAL SELLING SKILLS: TOOLS AND TECHNIQUES

The training is designed to benefit those new to a sales role, as a refresher for existing salespeople, or for professionals who have been in sales for some time but have never received any formal training. Key sales concepts will be introduced and with a focus on the challenges faced in daily sales situations.  Participants with sales experience will also be reminded of skills that they know work but don’t do and recently developed sales techniques will also be discussed. 

LEARNING OBJECTIVES 

At the end of the course, participants will learn: 

•       Participants will learn to strengthen their core abilities and innovative capabilities.
•       The training course will help foster an organization-wide sales culture
•       The skills gained from the training course will help participants drive greater market penetration and brand awareness.
•       Participants will learn how to get new clients while milking the existing ones.
•       Participants will acquire world-class acumen to implement business-to-business marketing strategies of their organizations.
•       Participants will learn the guiding principles of professional selling and complex negotiations
•       Participants learn to become a trusted adviser and use questions not reasons as their main persuasive tools 

 WHO SHOULD ATTEND?  

■ The changing business environment

■ The evolution of personal selling

■ The new sales competencies

■ Behaviors, characteristics and skills of a successful salesperson

■ Personal selling profile (self-assessment instrument)

■ Preparation and self-organization

■ Targets from a sales perspective

■ Personal management

■ Time management for salespeople

■ Understanding the psychology of selling 

■ Mastering the sales process: from initiation to post-sales

■ Prospecting and Qualification: The vital importance of prospecting

■ Setting your ideal customer profile

■ Understanding the sales funnel

■ Knowing your L.I.M.I.T.S – Ideals, intend to get, Work away point

■ How to conduct effective competitive analysis

■ Neutralize or offsetting perceived competitor's advantages

■ Working your company's strengths against competitors' weaknesses

■ Presenting your Unique Selling Proposition (USP)

■ Finding and sharing the Customer Value Proposition (CVP)

■ Creating a positive first impression

■ The art of breaking the ice

■ Researching and simulating sales solutions 

■ The presentation mixes

■ The fundamentals of powerful sales presentations

■ Initiation To Post-Sales

■ Handling objections: Reasons of customer objections

■ Dealing with sales objections

■ Case Analysis

■ Reading the buying signals

■ Types of closing techniques

■ Understanding your B.A.T.N.A – Best alternative to a negotiated deal

■ Follow up and retention: Handling customer complaints

■ Essentials of relationship management

■ Professional Behavior with Customers

■ The power of behavior

■ Principles of effective behavior

■ How to behave professionally with the customer

■ Verbal and non-verbal components of communication styles

•       Facilitator-led instructions, Exercises and role plays, Case studies, Individual development plans, Practical Sessions, Group Discussions. 

 WHAT YOU WILL GET?  

•       Trainer’s Notes – A very detailed and concise explanation of what you should do during the session, complete with the comments you should make and notes on what to do during activities etc. This is a very detailed step-by-step way of training. 
•       Workbook– This is a place for participants to add their action plans and learning, whilst also containing information about the course content and a place to work on exercises and activities. 
•       Session Plan – Details what is included in the course, so participants have complete awareness and the trainer can track course progress. 
•       PowerPoint Slides– All slides necessary to run the course. Please note: Our materials are not ‘Death by PowerPoint’. The major content is in the Trainers Notes and all courses have been designed to be interactive rather than presentational. 
•       Case Studies – This is a method which provides descriptive situations which stimulate trainees to make decisions. The purpose of the case method is to make trainees apply what they know, develop new ideas to manage a situation or solve a problem. 
•       Activities/Exercises– A detailed explanation of the activities/exercises used to consolidate learning (these are included in the trainer’s notes) 
•       Pre-course Preparation – Basic advice on running the training course and also any necessary preparation that is specific to the course.