THE PROFESSIONAL SALESMAN: DEVELOPING THE COMPETENCE OF A WORLD CLASS SALES PERSON

SYNOPSIS: Professional Selling Skills helps sellers effectively discover and address customer needs, improving in-the-moment interactions with buyers. Developing the selling skills that have benefitted millions of sales professionals around the world, Professional Selling Skills builds a seller’s ability to lead mutually beneficial sales conversations with any customer, any time.

Professional Selling Skills is a research-based sales skill training program designed for every seller — regardless of position or tenure. Highlighting the sales training sellers need to excel at reaching their quotas, new business development and account growth, this program hones and develops universal sales skills.

COURSE OBJECTIVES

At the end of the training, participants will be able to:

• Develop skills related to face-to-face interaction with prospects and buyers for successful selling
• Developing skills leading to lead generation and collecting information crucial for the organization
• Understand various methods of selling and selling strategies
• Inculcating skills of prospecting and negotiation
• Understand the necessity of follow-up to maintain long term relationship with customers

COURSE CONTENT

• The changing business environment

-          The evolution of personal selling

• Marketing
• Consultative
• Strategic
• Partnering
• Social

-          The new sales competencies

-          Behaviors, characteristics and skills of a successful salesperson

-          Assessing performance according to specific sales indicators

-          The 10 root causes of sales problems

-          Personal selling profile

• Preparation and self-organization

-          Personal management

• Self-mastery
• Personal planning
• Self-talk
• Personal image

-          Time management for sales people

-          Understanding the psychology of selling

-          Developing strategies for sales success

• The sales process

-          Prospecting and qualifying

-          Pre-approach

-          Approach

-          Presentation and demonstration

-          Overcoming objections

-          Closing

-          Follow up and maintenance

-          Product selling versus service selling

-          A glimpse into different selling models

• Business negotiations skills

-          Principles of successful negotiations

• Communication
• Planning
• Trading concessions

-          The six elements of successful sales negotiations

-          The power of questioning and probing

-          The BATNA principle

-          Establishing ranges and understanding the limits

• Managing the customer relationship

-          Basics of building customer relationships

-          5 rules for successful relationships

-          The essence of attitude in relationship building

-          The art of sales communications

-          Influencing sales outcomes

TARGET AUDIENCE: Sales/Marketing Managers, Sales Representatives, Customer Relations Officers and Managers, Business Development Officers and Managers.