Sales Plus Program
Description:
The Sales Plus program (Enhancing Sales Effectiveness) puts together a wide and varied range of selling competencies from communication skills to sales ability and persuasiveness to problem solving and analysis. This is a good follow-up program to the basic selling skills training.
The workshop aims to have the participants revisit and apply the knowledge, attitude, skills and habits necessary for the key Account Managers to enhance, not only their competence, but also their professionalism in their assigned tasks. The program is open to all sales managers and supervisors, sales team leaders and business professionals who want to develop consultative competencies in selling and developing more fruitful customer relations.
To make the session more meaningful and memorable for the participants, the program will make use of different interactive learning methodologies like role-plays, structured learning exercises, group discussions and lectures.
Course Content:
PROGRAM INTRODUCTION:
Primer: The Sales Cycle
- Prospecting
- Qualifying
- Identifying Needs
- Providing Solutions
- Closing
- Implementing the Order
Identifying Needs
- Analyzing Needs
- Preparing Questions
- Open and Closed Questions
- Open Question Practice
Selling Solutions
- Benefits or Features
- Converting Features into Benefits
- Benefits You Can Offer
- Matching Benefits to Needs
Handling Objections
- The First 30 Seconds
- Common Objections You Hear
Clarifying Objections
- Using Open Questions
Closing
- Why Customers Don’t Like Closing
- How Do You Close
- Spotting Buying Signals
- Dealing With Warning Signals
- Good to Bad Closes
- Identifying and Handling Obstacles
- Trying Out Closing In Your Statement
