Sales Training
(Each session is 4 hours)| SESSION 01 |
Getting the Basics Right
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Selling - The old and the new paradigm The characteristics of a client focused sales consultant The skills of successful sales people - how do we rate? Your role as a sales person What we dislike about people who sell to us! Who are you selling to? How should you sell to them? |
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| SESSION 02 |
The Buyer/Seller Relationship
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Initial contact: creating an impact - building credibility of you and your company The importance of perception - how do people see you? Demonstrating honesty, authority, reliability and confidence! Active listening Understanding and interpreting body language Developing empathy and rapport Differentiating yourself |
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| SESSION 03 |
Understanding Yourself and Your Customers
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Introduction to DiSC - a behavioural model Understanding your style and the style of those you sell to Working with your strengths and weaknesses ‘Reading’ your customers using DiSC Adjusting your selling style to become more effective Understanding what your customers are looking for How do your customers buy? |
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| SESSION 04 |
Sales Call Planning
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Planning your sales call Define prospecting in terms of sales The 9 acts of a sale Documenting best sales practices The roadmap to success Setting appropriate call objectives Timing - when to sell and when not to |
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| SESSION 05 |
Cold Calling
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Pre cold call strategies Overcoming call reluctance Developing your target market - the importance of research How to write a script Being tenacious - it’s an attitude and numbers game Setting the environment Using positive visualisation Making the phone ‘warm’ Being organised Dealing with gate keepers and the brush off |
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| SESSION 06 |
Identifying Your Customer’s Needs
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Understanding and clarifying your customer’s needs Asking the right questions Understanding the buyer and their company Identifying the decision maker Uncovering problems and opportunities Solving the problem rather than the symptom Urgency - what is the time frame? Understanding why the customer is always right ‘Guiding not pushing the customer’ |
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| SESSION 07 |
Sales Presentation Skills
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Conducting yourself professionally when meeting with clients Identifying value for your customers Creating win - win situations Influencing your customers perceptions during sales presentations Presentation techniques - integration of sales materials and technology Selling your message - the use of reinforces The delivery - presenting your solutions Demonstrating the benefits Creating presentations that are persuasive, stimulating, focused and flexible Differentiate between implicit and explicit presentations |
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| SESSION 08 |
Dealing with Objections
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Identifying reasons why customers do not buy Identifying common objections Recognising the difference between stalling and raising objections Determining the customer’s true objections How to respond to objections Overcoming price objections The rules regarding concessions |
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| SESSION 09 |
Asking For the Business
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Why we shouldn’t feel uncomfortable asking for the business Earning the right to ask for the business The importance of call control - Who is in Control? What is the close and when do we use it? Why does it go wrong? The danger points Confirming commitment Identifying the buying signals |
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| SESSION 10 |
Negotiation Techniques
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The negotiation process Assessing strengths and weaknesses of sellers and buyers The qualities of a good negotiator Principled negotiation Defining critical points The importance of the win/win Tactics - which to use, which to avoid |
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| SESSION 11 |
Time and Task Management
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Organising yourself Beating procrastination Stephen Covey’s 4 Box Model Planning ahead - day, week, month Must, should and want to do lists Dealing with deadlines Being able to prioritise Being able to say ‘no’ Changing priorities quickly The importance of flexibility |
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