EFFECTIVE SELLING SKILLS (2 DAYS)
PURPOSE
Ideal for sales persons who lack formal sales training, this programme will help you sell more effectively with confidence. You will learn the system that helps the sales person strategise the selling stages winning the nods of approval in the sales process. This one-day seminar will focus on probing to identify key customer needs and presenting solutions that meet the identified needs. You will learn how to build value that justifies premium prices and create preference for your products and services.
OBJECTIVES
At the end of the workshop, you will be able to:
- Grasp key responsibilities of the sales professional.
- Plan an effective sales approach that grab attention, meet needs and win the sale.
- Enhance communication skills building interest, conviction and customer relationship.
KEY WORKSHOP HIGHLIGHTS
- Professional Selling: Introduction
- Role Expectations
- Complete Selling Cycle
- 3 Key Skills
- Opening Conversation, Gaining Interest
- Chat gap
- Reference
- Attention Grabbers
- Identifying Needs, Creating Confidence
- Probing
- Listening
- Confirming
- Offering the Solution, Building Value Proposition
- Fact
- Benefit
- Get agreement
- Closing the Sale, Starting the Relationship
- Body signals
- Trial close
- 6 closing techniques
- Handling Objections, Gaining Preference
- Clarification
- Major
- Price
METHODOLOGY
There will be games and quizzes related to the subject to stimulate real selling situations. Role plays and video cases will be used to maximise take-home selling skills.
WHO MUST ATTEND
This programme is ideal for sales persons who lack formal sales training, customer service personnel, service engineers and sales training personnel.
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