Preparing the professional salesman

By the end of this one-day basic sales training course, the participants will:

• Understand what makes a great sales person.
• Follow a customer-focused sales process to guide their sales conversations and match the buying cycle.
• Create a great first impression and opening to a sales conversation.
• Identify needs and opportunities through effective questioning and listening.
• Introduce services and products using features and benefits.
• Gain commitment from customers when closing the customer conversation.
• Explain customer satisfaction, retention and loyalty and measure them in a meaningful and systematic way
• Defend the use of a profitability dimension to any customer loyalty strategy
• Arrange, plan and manage impactful customer satisfaction surveys
• Define customer segments, profiles and models for maximum strategic as well as tactical impact
• Create ‘customer value propositions’ that work
• Develop effective loyalty schemes: know what to avoid and how to improve them
• Compare and contrast between the integrative and the distributive types of negotiations
• Evaluate and assess the differences between soft, hard, and principled styles of negotiations
• Identify and consider personality styles in negotiation
• Understand and work effectively through the four phases of negotiation
• Explore and apply different negotiation tactics
• Plan and conduct effective negotiations
• Identify and adopt the right professional selling behaviors and skills needed to maximize sales performance
• Develop critical self-driven practices to optimize personal and business effectiveness and efficiency
• Master and implement the sales process to successfully handle objections and close more deals
• Manage customer expectations and exceed it to gain customer loyalty and generate repeat business

Master the art of verbal and non-verbal communication to create an atmosphere of respect and trust in the seller-buyer interface