6 Steps to Sales Excellence
Introduction
Have you ever wondered why your salespeople can’t sell? Is the market bad? Or your competitors are getting better? Or the skills of your salespeople are not good? Selling is an attribute vital for any business. However, selling is not the same for all given situations.
Selling to end consumers is different to selling to large organizations, i.e. corporate selling. Selling to corporate clients appears to be more complex than selling to end consumers. A higher degree of needs identification is required in selling to corporates. It is coupled with an in-depth solution presentation and a complex negotiation process.
Course Objectives
By the end of this course, you will be able to:
- Break the ice and approach prospects for initial engagement and presentation.
- Create subconscious needs to link your products with prospects’ inner needs and aspirations.
- Streamline your presentation to your prospects and how to engage their desire for purchase.
- Master the closing of sale techniques; determine the suitable technique to be adopted.
Methodology
- Lecture – Theory, Concept & Model (20%)
- Reflection – Gibbs’ Reflective Cycle (20%)
- Case Study & Practical Solutions (50%)
- Best Practices Identification (10%)
Who Should Attend?
- Marketing Managers
- Sales Managers
- Business Development Managers
- Sales Executives
- Sales Advisors
Training Delivery
- Face to Face Training
or
- Remote Training via Zoom Platform
- Day One
Day One
MODULE 1: STRATEGIES TO IDENTIFY YOUR PROSPECTS
MODULE 2: INITIAL CONTACT-HOW TO BREAK THE ICE
MODULE 3: SUBCONSCIOUS NEEDS IDENTIFICATION
MODULE 4: DRAMATIZE YOUR PRODUCTS TO PROSPECTS
MODULE 5: SALES CLOSING TECHNIQUES-3 BROAD
MODULE 6: SALES CLOSING TECHNIQUES-3 BROAD STRATEGIES
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