EFFECTIVE SELLING SKILLS
This two (2) day workshop allows sales professionals to develop and enhance their sales skills with the intent of improving their prospecting and closing ratios.
They will also build their appreciation for the earliest profession on earth – SALES!
At the end of this workshop, participants will be able to:
o Understand the importance of expanding your client base through effective selling and prospecting.
o Learn how to use a prospecting system to make you more successful.
o Identify target markets and target companies with the 80/20 rule in mind.
o Develop, refine, and execute the art of cold calling
o Uncover the needs of your customers.
o Look out for objections and plan ahead to handle them effectively.
o Recognize when your customer is ready to buy.
SELLING AWARENESS – THE MOST IMPORTANT PROFESSION ON EARTH
My definition of selling
Crafting my unique value
The Unique value of Guardian Media
Overcoming the fear of selling
Major mistakes Sales people make
PROSPECTING LIKE A PROFESSIONAL
Targeting Your Market
The Prospect Dashboard
Why is Prospecting Important?
Trade Shows and events
Regaining Lost Accounts
Warming Up Cold Calls
The 80/20 Rule
It’s Not Just a Numbers Game
Going Above and Beyond
QUALIFYING THE CUSTOMER
Active Listening and Building Rapport
Establishing Needs and Wants
Understanding how needs differ among customers
EFFECTIVE PRODUCT DEMONSTRATIONS
Building Trust and Defining Business Value
Selling to different behavioural styles
Selling Benefits Over Features
Creating Desire For Your Product or Service
Anticipating and Preparing For Objections
Selling sins that lead to objections
CLOSING THE SALE
Recognizing Buying Signals
Reassuring The Customer After Purchase
NEXT AVAILABLE SESSION:
July 30th – 31st, 2019
9:00 am – 4:00 pm
$1895 + VAT