Professional Selling Skills

Synopsis

The world in which sales professionals have to operate in has changed dramatically. Today, competition in almost every field is much more aggressive and intense than ever before. Customers are better informed, more discerning and more demanding. Whether in selling a product or service, the rapidly changing landscape confronting salespeople requires a drastic change in mindset towards selling. Salespeople need to approach the task professionally rather than simply rely on acumen, better products, and other street-wise selling techniques. This course will provide sales people with the key essentials to sell professionally in a competitive environment.
The objectives of this 2-day course are:-

• To equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively.
• To help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company.
• To provide participants with opportunities to apply these skills in the practical discussions and 'role-play' sessions.
  

Seminar Content

The Environment Facing Sales Professionals Today

• The changes in the environment
• What salespeople can do in response

Becoming a Successful Sales Professional

• Characteristics of top salespeople the new era
• What customers hate about salespeople

Effective Time Management in Selling

• Identifying the common time traps in selling
• Time management techniques in selling

The Selling Process and Various Sales Techniques in:

• Prospecting and networking
• Pre-call plannning
• Buiding and reinforcing rapport
• Making the sales approach
• Making effective sales presentations
• Overcoming objections
• Closing the sale

Use of verbal and non-verbal skills in selling

• Use of words and phrases
• Understanding verbal and non-verbal cues

Preview of Solution Selling

• The need for solution selling
• The various forms of solution selling

Methodology

This 2 day workshop will be highly interactive and action-oriented. A combination of presentation and discussions will be used. Role-plays will be introduced as part of the learning process. Video-replays of these role-plays will evaluated to enhance the learning process