No Nonsense Guide to Selling Training

No Nonsense guide to selling training

No Nonsense Guide to Selling training provides sales people with all the fundamental selling skills and techniques they need to

START:
October 14, 2020
DURATION:
2 days
ID:
JKM/GS/246
CREDIT:
12
PRICE
95,000.00

Address

PLOT 14,Odeniran close,Off Opebi,Oregun Link Bridge,Opebi Ikeja,Lagos   View map

No Nonsense Guide to Selling Training Overview

No Nonsense Guide to Selling training  provides sales people with all the fundamental selling skills and techniques they need to become successful sales people. It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want you to forget them once the sale is made. Two key objectives of this workshop are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.

COURSE OBJECTIVES

  • Enhance your success in developing customer relationships
  • Develop your own professional selling skills methodology
  • Heighten prospect interest in your product or service
  • Turn objections into benefits
  • Learn to recognize conflicting, non-verbal behaviors
  • Make presentations an effective closing tool
  • Learn successful sales techniques for group and committee presentations
  • Professionalize your proposals
  • Discover new team sales skills and consultative selling approaches
  • Shorten sales cycles with effective questioning techniques
  • Learn how to zero in on your best prospects to increase sales
  • Raise the profitability of each sales hour and the effectiveness of all sales techniques
  • Learn how to put “punch” into your correspondence
  • Counter customer stalling tactics to boost closing rates
  • Quickly build your territory by discovering “hidden” sources of prospects
  • Create winning proposals that knock out the competition
  • Use new negotiating tactics to avoid concessions and boost profit margins
  • Discover the power of marrying marketing strategies with innovative sales techniques
  • Learn how to turn objections into commitments

No Nonsense Guide to Selling Training

Benefits

To the Individuals

  •  Exploring New Avenues in Getting in Touch with Customers.
  • Outwitting the Competitors by developing specific skills set that will help formulate strategies and concoct creative ideas to outwit the competition.
  • Improved Skills on how to properly deal with each type of customer or buyer and how to let your customer know that you are listening to their needs.
  • Build credibility and differentiate performance by being truly consultative and asking intelligent, professional questions
  •   Present the right solution in a persuasive and engaging way
  •  Master your own natural sales style
  •   Develop an in-depth understanding into human behavior and personality styles
  •   A revolutionary system to achieve significantly more success from using the telephone
  •  The ability to prepare a sales presentation in less than twenty minute
  •   A new found confidence based on your natural style of presenting

The Benefits of No Nonsense Guide to Selling

To the Organization

  • Increase the organizational bottomline
  •  Develop a formidable sales force
  • Increase the organization’s market share

How You will Benefit:

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services.
  • Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business.
  • Use different types of selling for different situations.

Identify ways to find new clients and network effectively.

Course Outlines

Re-creating Your Sales Plan and Approach

Assess and select target markets most likely to buy your products and services
Use strategic mapping to find competitor “holes” and successfully fill them
Understand the risks of 4 distinct company growth options
Assess your own sales skills and create improvement goals

Boosting Your Sales Efficiency and Effectiveness

Discover the trade-offs between sales efficiency and effectiveness
Assess the professional sales skills and sales techniques required for each new business strategy
Capitalize on the best of consultative selling techniques developed over the last 2 decades
Understand how to manage your sales activity levels and how these levels impact your overall sales success

Time and Territory Management

Discover new ways to manage your time effectively
Develop a personal time and territory plan
Learn the 4 sales styles and how to vary your approach

Closing Using Negotiation Techniques and Tactics

Practice the 6 most effective closing techniques
Understand why people negotiate and their negotiation style
Obtain negotiation tactics used by the experts
Plan and rehearse your closing strategies

Networking Your Way To the Top

Design your sales networking strategy
Develop your winning “elevator speech”
Feel confident approaching strangers at events
Qualify contacts and set up the next step
Use professional sales skills to enhance networking effectiveness

Social Networking

Develop an ongoing social networking strategy
Create a compelling profile with descriptive title
Build and maintain a virtual network
Using hand-selected groups to demonstrate your expertise
Understand guidelines for posting and selling on LinkedIn, Plaxo and other sites
Learn how to improve your professional sales skills via your social network
Capitalize on your network to connect with prospective clients and referral sources
Learn the benefits of frequent updates and news-message “tweets”
Boost the value of your network via e-mail marketing

Conducting Initial Appointments and Reading Body Language

Enhance the effectiveness of your initial sales call and discover how to set and control the agenda
Customize the seven sales call steps to match your own style
Develop a “how we work” statement
Learn the sales skills needed to obtain commitments and provide for smooth follow up
Learn how to interpret and respond to physical and visual cues
Learn to recognize conflicting behaviors and enhance your “gut feel”
Discover how your posture and mannerisms affect your image
Understand how personal space affects the sales relationship
Explore the effects of personal dress and grooming on client perceptions
Learn sales techniques to read and respond to “red” “yellow” and “green” non-verbal cues

Advanced Questioning Techniques = Higher Closing Rates

Learn 4 types of questions that enhance sales skills and success
Develop questions to cover 6 key areas of questioning
Understand how analogies can help justify a purchase
Discover why questioning is one of the most important sales techniques for accomplished salespeople

The New Way of Handling Objections and Stalls: Prevent Them

Discover why objections often result in lost sales
Review successful objection handling sales techniques
Learn proven professional sales skills for preventing objections
Obtain strategies for dealing with price sensitivity
Understand why customers don’t make decisions, stalling the sale
Obtain proven strategies for handling stalls

The Lost Art of Sales Correspondence

Discover what sales pros know about sales letters and emails
Explore new email sales techniques
Learn to reinforce key selling points via post-call follow up letters
Create a “benefits proposal” to boost your closing rate

Financial Justification

Analyze your proposal from the customer’s standpoint
Learn to predetermine likely benefits via prospect/client business position
Differentiate your proposal format from your competitors’
Sell against competition using consultative selling or a relationship-based approach
Devise a method to collect competitor intelligence
Create counter strategies to beat competitors who play rely on a single approach
Develop questions to obtain customer perceptions of key competitors
Move from “macro” to “micro” differentiation based on the competitive landscape
Experience the thrill of beating competitors via “Competitive Combat”

Sales Negotiations

Understand why people negotiate
Discover your own negotiation style
Develop strategies to deal with price negotiations
Create low-cost, high-value concessions for your negotiations
Learn which negotiation techniques are appropriate for various situations
Experience an actual negotiation and test your negotiating prowess
Developing winning proposals
Obtain proven strategies for minimizing lost and unnecessary proposals
Transform your proposals into customer-centered, benefits proposals
Use your proposals as an urgency-creation tool
Boost your closing rate with the pre-proposal review technique

Presentation and Group Selling Skills

Discover methods of ensuring you meet and exceed your audiences’ needs
Quickly discover who has decision-making power and influence
Develop the sales skills needed to sell to diverse groups with diverse agendas
Learn how to effectively structure a presentation
Further explore the benefits of team sales techniques and strategies
Combat stage fright with 3 easy sales techniques
Explore professional selling skills presentation aids such as multimedia, demonstrations and handouts
Understand the 7 most common presentation mistakes and how to avoid them
Learn the ideal mix of presentation versus interaction and group discussion
Apply the six habits of successful presenters
Use your voice for maximum impact
Avoid the eight deadly sins that put audiences to sleep
Obtain proven strategies for minimizing lost and unnecessary bids and proposals
Quickly discover who has decision-making power and influence
Obtain strategies for presentations and demonstrations to diverse groups with multiple agendas

Who should attend?

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COURSE DATES

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