OVERVIEW
Selling is a fundamental skill in today’s progressively complicated market. Many new methods and techniques have been developed to prepare salespeople in facing the new challenges of the market, however, not all of them are successful in their approach.
This course contains many exercises, roleplays, and guidelines to help the delegates master the sales skills during the course and start applying their newly acquired knowledge to their professional lives straight away. Bite sized group exercises are also provided that focus on specific concepts. These are then followed by more comprehensive sales exercises that help the delegates to put a series of smaller skills into practice and learn how to approach sale events as a whole.
Psychology is one of the main components of this course. There is an emphasis on customer loyalty which is responsible for most sales and long -term profitability of any business. As a salesperson you need to take specific steps (relying heavily on many psychological aspects) to create a loyal customer that keeps coming back to you time and again.
At the end of the training, participants would be able to:
- Participant will be exposed to the benefit of leveraging on effective communication & negotiation skills that will prepare the team to negotiate more confidently.
- Participant will get the opportunity to perform the thought techniques in class through role plays, games, video takeaway, group discussion, and case studies that relates to each individual working experience, knowledge, skill level.
- Participant understanding through review, Q&A and summarize the session together with participant.
- 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 Professionals
- Business Executives
- Managers and Team Leads
- Customer Service Representatives
- Project Managers
- Procurement Professionals
- Business Development Representatives
- Team Members Seeking Growth
PROGRAM OUTLINE
- What is negotiation
- Importance of negotiation
- Why & when to negotiate
- Pre negotiation
- The do’s & the don’ts
- Win-win deal
- Common mistake
- Pre-determined your wish list
- Speak only with decision maker
- Keep a “Poker face”
- Don’t make 1st offer
- Bundle strategy
- Barter trade
- Silence & Time delay strategy
- Willing to walk away
- Compose – Smile
- Use written communication
- Practice
- Verbal
- Non-verbal
- Visual
- Listening
- Barrier in communication
- Communication during negotiation
*Review and conclude Module 4
- The session detail & objective overview
- Role Play
- Presentation Material – A.I.D.A Principle
- Attention – “5/55” rule
- Interest – “Framing”
- Desire – “Buy with emotion, Justify with logic”
- Action – “Create urgency”
- Presentation style – 4Ps Method
- Promise – “Punchline”
- Picture – “W.I.F.M” justification
- iProof – “Show Me”
- Pitch – “One call to action”
- Value proposition medium – f2f presentation skills Product value – F.A.B analysis
- Feature
- Advantage
- Benefit
- Group Exercise: Build F.A.B chart
- Value Selling – T.M factors
- Time
- Money
- Group Exercise: Quantify value T.M factors
- Handling phone complaint
- Recognize – Problem
- Acknowledge – Frustration
- Listen – Actively
- Clarify & Confirm – Clear understanding
- Find out – What customer wants
- Share info – Alternatives
- Closing – Regain confidence by follow up
- Handling email complaint
- Read – Entire email
- Opening – “Thank you”
- Apologize – Acknowledge
- Explain – Reasoning
- Offer – Compensation
- Proofread – Grammar!
- Respond – Time is crucial
- A.B analysis
- M factor
- F2F & Cold call role play
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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