Learning Objectives
- Increase productivity and achieve sales target through improving customers’ relations and understanding customers’ needs.
- Improve selling skills and create selling opportunities.
- Understand the buying motives of the potential customers.
- Interpret customer’s responses and build on them to close the deal.
- Identify your customers’ needs and buying criteria, even when they don’t want to tell you.
- Master prospecting and sales preparation.
Modules
- Good selling vs. great selling
- Knowledge, Skills, and Attitude
- Qualities of top salespeople
- Effective communication
- Communication model
- Verbal and non-verbal signals
- Reading body language and facial expressions
- The four behavioral styles
- Identification of each style
- adapting to each style
- Persuasion and influence skills
- Questioning skills
- Rapport building
- Customer centred Vs. product gentred
- Sales funnel: How does your customer buy?
- Customers’ buying motives
- Differentiating needs and expectations
- Ways to approach New customers
- Customer’s
- Responses
- Positive/Negative
- Pre-stage: Prospecting and preparation
- Objectives setting plan
- Sales pitch flow
- During stage
- Sales approaches types
- Sales methodologies
- The four steps of sales process
- Questioning techniques
- Open/Closed probe
- Forms of probing
- Open/Closed ended
- Closing stage
- Direct close
- Step-By-Step close
- Summery close
- Incentive close
- Post-sale analysis
- What is the difference between cross selling and up selling
- Practical cross/up selling techniques
- Importance of cross selling and up selling
- During product offer?
- During questioning?
- During making the choice?
- During calculation of the cost?
- Upon the decision?
- During payment time?
- Identifying the types of cross/up selling style to use
- Listening for cross/up selling opportunities
- Creating desire and opportunities for cross selling
- Making the transition conversationally to the offer
- Powerful language to grab interest
- Presenting the best matched offers persuasively
- Upgrading products and services
- Matching benefits
- Gaining commitment and closing the sale
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