CUSTOMER FOCUSED PROFESSIONAL SELLING AND COMMUNICATIONS

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Private Class from

2000/day

(2 Days)

COURSE OBJECTIVES

This two-day programme is designed to:

· equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively

· help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company

· Building rapport and develop relationship building skills

· Develop a professional sales approach.

· Improve planning, and confidence

· provide participants with the opportunity to apply these skills in the practical ‘role-play’ session

INTRODUCTION

The world in which sales professionals have to operate in has changed dramatically. Today, competition in almost every field is much more aggressive and intense than ever before. Customers are better informed, more discerning and more demanding.

Whether in selling a product or service, the rapidly changing landscape confronting sales professionals requires a drastic change in mindset towards selling. Sales professionals need to approach the task professionally rather than simply rely on acumen, better products, and other street-wise selling techniques.

This course will provide customer service and sales professionals with the key essentials to sell professionally in a competitive environment.

TARGET AUDIENCE

This two-day programme is designed to:

· equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively

· help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company

· Building rapport and develop relationship building skills

· Develop a professional sales approach.

· Improve planning, and confidence

· provide participants with the opportunity to apply these skills in the practical ‘role-play’ session

METHODOLOGY

This 2 day workshop will be highly interactive and action-oriented. The program is conducted through a mix of:

· Class room Style Information

· Role Plays

· Group work / Brainstorming Sessions

· Presentations

· Case Studies

· The Skills can be implemented immediately.

· Theory used as a basis for learning.

· Very practical and easy to understand.

· Allows participants to enjoy what they learn.

· Participative, interactive activity.

· Draws on participants own experience.

· Lets you learn in a method you can relate to

Module 1: UNDERSTANDING AND MANAGING YOURSELF

· How personality style impacts outcomes

· The four traits for sales effectiveness

· How to recog4nize and shape your personality styling

· Why are you doing this job?

· What motivates you?

· Stereotypes of the Salesperson

· The Good, Bad & Ugly

· Group Exercise

Module 2: ATTITUDE MAINTENANCE — I CAN CLOSE THIS SALE!

·

· The Challenge: Balancing the highs of sales success against the lows of sales disappointment

· Coping with negativity as the key to high performance selling

· Specific tools to manage your attitude

Module 3: PERSONAL GOAL SETTING

· Developing a superior goal-orientation attitude

· The S.M.A.R.T. model for developing goals

Writing your detailed personal goal plan

Module 4: TIME MANAGEMENT

· Understanding and calculating the Value of Time

· Good and poor time management principles

· Identifying your time management weaknesses

· Prioritization strategies that work

· Overcoming your time-management obstacles

Module 5: FACTORS INFLUENCING YOUR RESULTS

· Productive Selling Activities

· The Dimensions of the Sales Platform (3 plots of Land)

· The Sales Platform Concept

· Basis of the Sales Platform

Module 6: PRE SALES PREPARATION