Workshop on Actionable Selling Skills: Tools and Techniques

Program overview:

Some of the traditional selling skills still hold true, however skills such as ability to research, use of data, multi-channel activity, nurturing relationships and value exchange have replaced many of the interruption sales skills employed by the door to door salesman.

Today, sales are being driven by social media, data, connectivity, educated buyers and technology that requires a transformation to how many companies sell. These changes will require sales skills that go way beyond the traditional selling tactics.  Sales skill that make buying easier. Experience shows that the educated, savvy and connected buyers want the whole buying process to be easier more rewarding, informative and fulfilling. Business organizations need to consider what sales skills salespeople are being trained on that reflect this new reality

For whom:

This program is designed for Sales and Marketing executives, sales support, as well as sales managers and customer service executives who want to build and revitalize their existing selling skills.

Learning objectives:

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

• identify and adopt the right professional selling behaviors and skills needed to maximize sales performance;
• develop critical self-driven practices to optimize personal and business effectiveness and efficiency;
• master and implement the sales process to successfully handle objections and close more deals;
• manage customer expectations and exceed it to gain customer loyalty and generate repeat business; and
• master the art of verbal and non-verbal communication to create an atmosphere of respect and trust in the seller-buyer interface.

Course outline:

Day 1: 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
  • Self-management
  • Time management for sales people
• Understanding the psychology of selling

Day 2: 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
• Pre-approach:
  • 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)
• Approach:
  • Creating a positive first impression
  • The art of breaking the ice
  • Researching and simulating sales solutions
• Presentation:
  • The presentation mix
  • The fundamentals of powerful

sales presentations

• Handling objections:
• Reasons of customer objections
• Dealing with sales objections

• Closing:
  • Reading the buying signals
  • Types of closing techniques

Day 3: Follow up and retention:

• Essentials of relationship management
  • Handling customer complaints
• 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

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.