OVERVIEW
In a world of rapidly changing buyer expectations, selling teams need to provide insight and value through Perspective in a strategic way. Create a path for your strategy to fuel action in complex sales cycles. This program will quickly up skill your team to hit the ground running with powerful techniques across all the essentials of finding, creating, and converting a sale. Expansion of skills to sharpen the tools and expand the knowledge of even the most experienced salesperson.
At the end of the training, participants would be able to:
- Analyze severity of existing circumstances and develop appropriate plans to manage them
- Re-assess their leadership and management styles when operating in unusual circumstances
- Evaluate individual and team performance and manage emerging challenges
- Motivate and engage more effectively to encourage new behaviors and sustain productivity
- Prepare for the post-crisis mode and for future recurrence
- Typically spans 2 days (9am to 5pm).
- Nonetheless, we can customize both the program’s duration and schedule to cater to unique client requirements (e.g., compact 1-day workshops or extended sessions beyond 3 days).
- Sales Leaders and Sales Personnel
- Sales Managers
- Regional Sales
- Account relationship management
- Sales Analyst
- Associate Account Manager
- Sales Support
PROGRAM OUTLINE
- Why do people buy? How to effectively sell your product or service. Essential underpinning to every business transaction, critical to the success of the sales person.
- Covering: Questions, listening, exploration, building rapport, understanding the big picture. How it’s critical to the success of any sales person. What the client needs (or think they need), what your company requires, buying signals, benefits, conscious and unconscious communication. How to build trust.
- Outcome: Mind-shift on how to ask the right questions, why, how to respond, how to keep the client discussing their needs. How to find alignment. Confidence in ability to put forward a solution that is exactly what the client needs. How to be the expert.
- The backbone of all communication.
- Covering: We are all listening, aren’t we? Exercises that shake up that theory.
- Outcome: Awareness of when I’m actively listening and when I’m in default mode.
- Understanding what this really means and how to convert into a sale.
- Covering: Different types of objections. Understanding what the objection means. Insight to how we feel and react to feedback and objections.
- Outcome: Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set techniques to overcome objections
- Successful negotiators are created not born.
- Covering: Preparation, techniques, styles, mindset.
- Outcome: Confident, successful negotiators who have a plan of action and all bases covered.
- Nowadays prospecting couldn’t be easier. How to make prospecting easy and comfortable.
- Covering: Energy. Who to target, when, how, what to say, building rapport, what to do? How to convert. Relevance. Timing.
- Outcome: Someone who embraces prospecting with a clear head and genuine enthusiasm.
- Structure to ensure seamless delivery of your message.
- Covering: Plan, prepare and execute. Structure, purpose, and clients’ expectations. Reading the audience, follow up.
- Outcome: Powerful presenters who understand how to embed a message with clarity
- Ensuring that the complete sales process is seamless, and the participants understand their responsibilities with regard to creating an exceptional customer experience. Previously active accounts that are worthy of the time and resources needed to woo them back. There are many reasons accounts go cold, which are not always tied to performance, but we would like to work with them again.
* Agenda is subjected to change based on client’s requirement
PROGRAM METHODOLOGY
- Hands-on Activities: Practical exercises to reinforce theoretical concepts.
- Group Discussions: Opportunities for peer-to-peer learning and exchange of ideas.
- Role Plays: Simulations of realistic situations to build practical skills.
- Feedback Sessions: Reviews and reflections to encourage improvement.
- Problem-solving Exercises: Develop critical thinking and decision-making skills.
- Experiential Learning: Learning by doing, promoting active involvement.
- Interactive Lectures: Engaging presentations by experts in the field.
- Case Studies: Real-world scenarios for learners to apply their knowledge.
- Quizzes & Tests: Regular assessments to track learning progress.
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