TWO DAY COURSE
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.
This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
Powerful sales questioning technique
The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realize that the problem he has been chugging along with comfortably is now too big to ignore.
Selling to different personality types
Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.
- By the end of this training course participants will be able to:
- Understand what is needed to have both the right skill set and mind set to sell.
- connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
- Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
- Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.
Outline of topics:
Professional selling introduction
Professional selling skill set and mind set
The perfect sales person – Activity
The professional selling skill set
Controlling a conversation
Using the power of questions
The OPEN question selling technique
(Operational, probing, effect and nail down questions)
Listen and know your FAB – Features, advantages, Benefits (Skill set)
The importance of listening
Features, advantages and benefits
Customer specific benefits
Identifying customer’s decision criteria
Handle objections and close the sale
Types of objections
The APAC objections handling model
Handling the most common objection “price”
Nine closing techniques
The professional selling mind set
The right state of mind to sell
The more “No’s” you get
Visualize your sale
Know what you’re selling inside out.
Understanding buyer types and follow-up
Understanding the different behavioral styles and personality types
Find out your major behavioral style and personality type
Selling to different personality styles
After sales and follow-up
Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!