In a highly competitive market, an effective sales strategy and exceptional selling skills are keys to business success. They are vital for business survival in difficult times! To ensure a continuously growing sales volume, the sales team requires regular skills and knowledge updates through learning-focused training solutions that are relevant for selling in the tough times. Participants will learn new approaches which will provide a stimulus to influence more people and secure additional clients. This training will help them identify their individual strengths/weaknesses and plan for self-development. They will learn to analyze the motivations and priorities of key buying influences and create value whilst increasing revenue for the organization.
Learning Outcomes
Participants will:
- Gain the confidence to prospect and open tough doors.
- Enhance their relationships with key customers.
- Acquire tools to beat the competition and grow market share.
- Learn how to handle stall tactics.
- Identify opportunities to cross-sell and up-sell.
- Learn negotiation and objection management.
Course Module
- What salespeople must do differently
- The ‘Consultant’ Salesman
- Customer Satisfaction, Retention, and Loyalty
- Cross-Selling and Up-Selling
- Effective Negotiation Strategies
- Dealing with objections and barriers confidently
- Generating more opportunities within existing customers
- Closing Deals
- Matching Sales offer with customers’ buying (and value) criteria
- Understanding Selling styles that suit different clients’ personality types
- Creating greater value propositions to build a competitive edge
Who Should Attend
Business Development Managers/Executives, Sales & Marketing Team Leaders/Executives, Client Service Officers, and Relationship Managers.
Training Delivery Techniques
For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.
