1) Higher revenue and margins
produced from enhanced Consultative selling skills
2) A template for the sales process is learned
so that salespeople know all the steps needed
for success
3) Increased confidence in their sales skills
and closing techniques allows them to close more
effectively and more often.
4) Your company receives more top line dollars,
and the salespeople earn more money making them
happier and more productive employees.
5) Knowing the sales template provides the Manager
with a framework for effective sales coaching
and team training that everyone understands.
6) The quality of work and morale increase and
dollars lost to employee turnover decrease.
Course content
Objectives
Start every call on the right
note.
Structured calls to ensure sales.
Eliminate the traditional "pushy" techniques
that turn clients off.
Uncover what the customer really wants.
Speak the customer's language.
Breakdown the loyalty to competitors, while increasing
customer loyalty to you.
Close more effectively and more often.
Session 1
Three Core Sales Competencies
Fundamentals of Buying and Selling
First Principle of Selling
How and Why Buyers Buy
Establishing a Competency Inventory
Session 2
Setting the Stage
Understanding and Using the Sales Cycle
Second Principle of Selling
Why People Dislike Salespeople
Opening the Call
Traditional vs. Consultative
Session 3
Using Strategic Questioning and Listening
The Power of Questions
Using Open and Closed Probes
Don't Take "No" for an Answer
Fundamentals of Effective Listening
Barriers to Effective Listening
Becoming an Effective Listener
Strategies for Selling
Session 4
Identifying Opportunities and Needs
What is the Customer Really Saying
Understanding Real Needs
Understanding Opportunities
When to Make the Offer
Objections
Structure for Sales Conversations
Session 5
Matching Products/Features/Benefits
Understanding PFBs
Matching PFBs to Needs
Session 6
Closing - The Grand Finale
Recognizing Buying Signals
Why Some Closes are Rejected
Two Stage Closing
Strategy Review
The module is intended for all
sales staff worldwide that have direct customer
contact and where the opportunity exists to sell
products and services.
Sales Staff
Sales Management
Product Management
Market Management
Customer Service Staff
Customer Service Manager
