Selling is an everyday act for business professionals. But then again selling is both a science and art at the same time. Salespeople require skills and processes that effectively and efficiently conduct sales calls from the opening statement until close — resulting in an informed, mutually beneficial decision. Salespeople need to master information exchange, overcoming customer concerns and negotiating, in order to succeed in their sales conversations. This program will address the above skill requirements to begin with. However the way sales itself is viewed is changing rapidly. In our connected & high tech world, innovative new technologies, sales tools and strategies are essential to sales success. This interactive training program not only shows sales executives how to sell strategically, it also gives them effective tools for implementation. So whether one is new at selling or a seasoned professional, this program is guaranteed to give participants an entirely new approach to selling. This program also covers areas of relationship selling and key account management; skills that are essential for 21st century sales professionals.
Course Takeaways
By the end of this Sales Excellence Training program participants will be able to:
– Define the key elements of the sales cycle and buying process
– Identify their personal selling styles and adapt it to meet customer needs
– Set and achieve stretched but measurable sales targets
– Use a range of advanced communication techniques including active listening and dynamic questioning to build rapport with customers
– Negotiate mutually satisfying agreements with customers, and understand how and when to negotiate effectively
– Use qualifying and fact finding techniques to establish customer needs
– Negotiate to overcome objections, minimize price reduction and maximize margin
– Identify and use a range of techniques for closing the sale quickly and effectively
– Effectively manage ongoing customer relationships
– Identify the steps in the relationship-selling process, understand the importance of entering a partnership with their customers/clients, and know how to apply the information presented in the program to their own situations