High Impact Selling Skills

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High Impact Selling Skills Sales Growth  Soft Skills


HIGH IMPACT SELLING SKILLS

Duration: 2 Days
Time:9.00am-5.00pm

Introduction

Today's marketplace is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you position the features and benefits of the products and services you represent in such a way that the customer will view you as a preferred choice?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing youu with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills focuses on the following areas:
  • Active listening
  • Communication
  • Creativity
  • Discovery questioning
  • Worldview

Benefits

  • Close the sale with minimum effort and maximum results in revenue and profitability
  • Create a loyal relationship between the customer and your company's brand and what it represents
  • Maximize the effectiveness of every customer interaction
  • Sell almost anything to almost anyone, every time
  • Use various selling strategies to develop winning solutions for your customers

Key Content

MODULE 1: OVERVIEW

  • Context setting
  • What is selling
  • Getting from selling to buying
  • Frameworks and acronyms in sales terminology
  • Habits of a successful sales professional

MODULE 2: ENGAGEMENT RULES 

  • Building credibility
  • The 4 Customer Behavioral Styles
  • Identifying your personal style
  • Developing your style towards effective selling
  • Shifting into positive action

MODULE 3: BEING EFFECTIVE IN CUSTOMER - CENTERED SELLING 

  • Applying learning in selling to different buyers
  • What customers say and do and what is important to them
  • What we do more of when selling to different buyers
  • What we avoid doing when selling to different buyers
  • World cafe: Revealing our blind spots

MODULE 4: THE SELLING PROCESS

  • Identifying types of selling
  • Basic selling
  • Consultative selling
  • Introduction to the selling process
  • The 4-stage selling model

MODULE 5: PROSPECTING

  • Definition of prospecting
  • Prospecting methods
  • Qualifying the prospect using MAN
  • The 3 'Go/NoGo' filters
  • Methods of approaching the call

MODULE 6: PRESENTING

  • Content prioritization
  • The 3-Act Structure Model
  • OPENINGS
  • The 3 Vs in presentation
  • Closing to close the sales

MODULE 7: OBJECTION HANDLING

  • Hidden objections
  • Stalling objections
  • No-Need objections
  • Money objections
  • Product objections
  • Source objections

MODULE 8: CLOSING THE SALES

  • The ABCs of closing
  • Buying signals
  • 10 closing techniques
  • Agree the agreement
  • What's next after the close?
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