About Workshop
Sale is like riding a bicycle- either keeps moving or falls down! You are either growing or going out of business! There is new business out there- no matter how depressed the market is. All we have to do is to find out first.
Sales of a product do not take place by itself; it has to be sold. There is no end to it and the best technique of Sales is to access consumers needs. Salesmanship is not about taking order only but also making order. A good salesman can sell anything to anybody.
Effective sales people are not born; effective sales professional must master techniques to achieve success. From managing an effective cold call to the face-to-face sales call, all sales professionals need to use a systematic process to achieve maximum potential.
Selling, in the old days, was largely an act of personal heroism. The key to successful selling knew the products and the customers. But this approach has little to do with the way sales are made in today's real world.
Today's customers buy benefits, not products; they demand solutions which don't come in a box. They must be designed, fashioned to meet the customer's specific needs. Making such sales takes a lot more than personal charisma.
Today's selling is a step by step process, which starts from 'Finding Potential Buyers' but not ends only at 'Successfully Selling the Product' but 'Proper Following up on a Sale' and lot more.
This is an essential training on sales and selling for every sales professional. This training is dedicated to all enthusiastic sales professionals who sell goods, products or services that benefit customers. No matter how good salesperson you are, we believe this training will make you better.
Workshop topics to be covered:
Defining Salesmanship
a. Who is a salesman?
b. Requisite skills for a salesman
c. Attitude and behavioral contexts of salesman
d. KPIs of a Salesman
Roles & Responsibilities of a Salesman
a. Key responsibilities of a salesman
b. Functions of a salesman
c. Analyzing the market
d. Understanding customers needs
e. Developing winning strategy
f. Improving Sales Performance
Buying Process Model(AIDA)
a. Attention
b. Interest
c. Desire
d. Action
The Selling Sequence
a. Preparation
b. Approach
c. Presentation
d. Dealing with objections
e. Closing
f. Post Call
Daily Task Management
a. Excellence in implementation
b. Daily task management
c. Review and course correction
The power of the phone
a. Advantages of Tele-selling
b. Telephone call handling
c. Key Accounts Management
Objection Handling & Negotiation
a. Positive aspects of objections
b. 6 sequential steps of handling an objection
c. Rules for Negotiation concessions
Ways to Win Customer’s Heart
a. 6 ways to make your Customers like you
b. 7 Secrets of Success
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