Sales Training

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Sales Training

  1. 1. ProfessionalSelling SkillsUsing a Consultative/ Relationship buildingapproach enabling Lifetime Customers!
  2. 2. Empower your Sales Per sonnel with the Breakthrough Program… Professional Selling SkillsUsing a Consultative/ Relationship building approach enabling Lifetime Customers! Facilitated by Leading Corporate Trainer : Gerard Assey, CMC, FInstSMM (UK) www.Sales-Training.in www.CollectionSkills.com www.RetailSalesTraining.in www.SalesTrainingIndia.com Previous Next
  3. 3. About Us Who we are‘T h e conSELLtant’ as the name suggests, specializes intraining programs for Sales in various sectors, such as Institutional, Industrial, Telecom,Transportation & Logistics, Realty, Services, IT, Financial, Retail etc using a veryConsultative/Relationship building approach & are today ranked top on most searchengines!The ‘Professional Selling Skills’ program ensures a thorough understanding &importance of the sales process by using a consultative approach and building oncustomer relationships, while enabling one to become more professional & successful ina sales role and is suitable for anyone relatively new to selling, as well as, the moreexperienced ones, who wish to refresh or fine tune their existing skills in line with today’sneed for this type of approach.At the end of the 3 Day program participants would have gained a full understanding ofboth the buying & selling processes including the importance of being well organized.And most importantly… over the period of the course, participants would have workedthrough the Six Step Sales Process, practicing the skills at each stage, so that theirselling skills are developed & reinforced; while also working on selling (their own)products/ services, making the role-plays very realistic & practical, while yet, buildingloyalty and building your success at the same time! Previous Next
  4. 4. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “Even w t h s o m i any years of s el l i ng, I real i zed t here i s s o much t o l earn… hank you G t erard f oropeni ng m eyes ! R y eal l y prof es s i onal & i m ens el y m benef i ci al cours e! ” Previous Next
  5. 5. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “The pres ent at i on was Excel l ent . The cours e i s very rew ardi ng & up t o dat e t o m arket condi t i ons …” Previous Next
  6. 6. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “Very f rui t f ul t rai ni ng / s hari ng of know edge… lPract i cal Experi ence s hared w as of great hel p f or m & m organi zat i on… e y ” Previous Next
  7. 7. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “W l equi pped f or m new j ob. W l pl anned & el y el real l y enj oyed t he f l ow M . any t hanks …” Previous Next
  8. 8. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “Excel l ent , i n one word! Exceeded our expect at i on! Keep i t up” Previous Next
  9. 9. Testimonials Here’s what some of the participants have to say after attending this program:Whether you are a New Recruit,Top Producer, Manager, or justan Average Performer, you willreceive extreme value byattending this program, whileexperiencing immediatesuccess in your first fewappointments and anoutstanding performance for therest of your career. “Very i nt eract i ve & very i nt eres t i ng…very much appreci at ed” Previous Next
  10. 10. Objective of the ‘Pr ofessional Selling Skills’ Prog ram: To gain a full understanding of both the buying & selling processes including, how & why people buy while understanding the importance of being well organized as a Professional Sales Person. To enable participants to be taken through the six step logical sales process, covering right from the preparation stage through the close, practicing the skills at each stage, so that their selling skills are developed & reinforced; while also working on selling (their own) products/services, making the role-plays very realistic & practical. To equip participants with the skills in understanding the behavior pattern of customers, (beginning by understanding their pattern) by identifying different buyer types in order to ensure that they fine-tune theirs to that of each customer, thus building rapport right from the beginning. Finally, to understand the importance of Customer Service particularly the ‘Lifetime Value of Customers! – by Handling Complaints & working on Retaining Customers by building loyalty in them and building your success at the same time! Previous Next
  11. 11. Broad Outline of Course ContentsPart APersonal Developmento Key Qualities of a Successful Sales Persono Most Important Attributes of World TOP Producerso Ethical Behavior/Attitude/ Appearance & Groomingo Understanding Self & Otherso Communication & projecting the RIGHT imageo Time Management & managing your day & calendar Previous Next
  12. 12. Broad Outline of Course ContentsThe Sales Environmento What makes a Successful Sales Advisor? Attributes/ Skillso Key Activities for a Sales Professional: Plan, Prospect, Sell, Administrationo Poor/Successful Sales Personnel-The Difference!o Customer Cycle-Present, Potential, and Lost Customerso Mental Steps in Purchasing (What happens in your customers mind!)o The Buying Process: Emotional/ Logicalo What makes someone buy from a particular Salesperson/Company? Relationship! Previous Next
  13. 13. Broad Outline of Course ContentsPart BSolution Selling-The Selling Process!Step1 - Preparation: o Self-Preparation o Territory Management/ Account Preparation o (Segmentation, Prioritizing, Account Strategy) o Market/Competition/Industry Information o Sales ToolsStep 2 - Approach: o Telephone/ Premise o Importance of a 10 sec, 30 sec & 60 sec Elevator Pitch ready! o Understanding Customer behavior (An elaborate exercise). o Identifying different Customers/Buyer types o Managing difficult people/sensitive situations Previous Next
  14. 14. Broad Outline of Course ContentsStep 3 – Fact Finding: o Building Rapport o Investigating-Understanding your Buyers Needs- The most important stage! Why? o Use Open Questions: Uncovering: Current/ Desired/ Barriers o Current/ Future /Long term plans-Self/ Family/Business o Listening/ Note taking/ Paraphrase/ Reconfirm with Closed Questions o Handling Objections/Customer Concerns o Using the C.O.R.K. Questioning Model Questioning (Circumstance, Obstacles, Repercussion & Key for Solution Questions) *Circumstance Questions *Obstacles Questions (Problems, Dissatisfactions, Difficulties) *Repercussion Questions (Effects, Implications or Consequences) *Key for Solution Questions (Value, Helpfulness, Usefulness of Solution) Previous Next
  15. 15. Broad Outline of Course ContentsStep 4-Proving Value: o Introduce relevant service features o Show benefit of features o Difference between features/benefits- Features/Advantages/ Benefits o Importance of Selling Benefits! o Differentiation Grid: Value/ Uniqueness o Handling different Customer Objections/ Concerns o Handling the Price ObjectionStep 5-Recommendation: o Summarize client’s need o Provide the product as a solution to his need that has been identified. o Product/ Service PresentationsStep 6-Close: o What prevents us from closing? o Closing/ Negotiating/ Gaining a Commitment (Monitoring Pipeline & Closing Gaps) o Showing how you can help/ being Consultative in your approach (A shift from Persuading to Understanding!) Previous Next
  16. 16. Broad Outline of Course ContentsPart Co Customer Service/ Follow up/ Referrals / Testimonials etco Understanding the ‘LIFE TIME VALUE’ of your Customer!o Understanding the C.A.R.E Principle!o Action PlanPart Do About 5 important videos would be shown to reiterate the above principleso Several exerciseso Role Plays (Mock calls to build confidence) Previous Next
  17. 17. How the course works:The approach used would be m of a S E& R M M E , along with DO ore E E E BR& UNDE S R TAND, using audio-visuals, video clippings/ ovies, exercises m& role-plays. At each stage of the selling process, a movie would be shown to reinforce the principlesParticipants are provided a full understanding of both the buying & selling processes andthe importance of being well organized. Over the period of the course, participants workthrough the 6 step sales process, practicing the skills at each stage, so that their sellingskills are developed & reinforced.During the course they work on selling your products, & managing different customersituations making the role-plays realistic & practical. At the end of the program each of themwould take back an action plan that they could put to immediate use! Previous Next
  18. 18. Remember: The more they train, the more you gain! Phone: Hotline: (091-44) 43531000 94440 (091-44) 43531300 365(days)24(hrs) Email: Training@Sales-Training.in Training@SalesTrainingIndia.comWe service some of the top most names as Clients in India, Middle East , Africa & SE Asia… names and testimonials of which can be seen on the websites listed below: Websites: www.Sales-Training.in www.EtiquetteWorks.in www.CollectionSkills.com www.RetailSalesTraining.in www.SalesTrainingIndia.com www.ManualPreparation.com www.FirstContactAcademy.com Previous

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