This two days training course is presenting the knowledge and skills of “Selling Excellence”. The course is designed based on practical experience and delivered in an interesting learning environment.
.Identify the right professional selling behaviors and skills needed to maximize sales performance
.Develop the right personal habits to optimize selling effectiveness
.Apply the different steps of the sales process and identify the need for each step
.Analyze and apply the principles of successful negotiations and handling objections
.Recognize the basics of customer relationships management and influencing outcomes.
.Module 1: The changing business environment The evolution of personal selling Marketing Consultative Strategic Partnering Social The new sales competencies Behaviors, characteristics and skills of a successful salesperson Assessing performance according to specific sales indicators The root causes of sales problems
.Module 2: Personal Selling profile Preparation and self-organization Personal management Personal planning Personal image Time management for sales people Understanding the psychology of selling Developing strategies for sales success The sales process Prospecting and qualifying Pre-approach Approach Presentation and demonstration Overcoming objections Closing Follow up and maintenance Product selling versus service selling A glimpse into different selling models Business negotiations skills Principles of successful negotiations Communication Planning Trading concessions The six elements of successful sales negotiations The power of questioning and probing Establishing ranges and understanding the limits
.All staff working in direct contact with customers or in sales fields.