Client-Based Selling Strategies

Objectives

This is a great sales training course for people new to sales and those wanting to gain basic sales knowledge. It is specially designed for people new to sales, moving into a sales role, or starting their own sales based small business.

By the end of the module, participants will be able to:

i. Understand the Six Steps Process of Selling.

ii. Develop proficiency in each area of the selling process.

iii. Establish a stream of prospective clients.

iv. Adopt the habits of top performing sales achievers.

Who Should Attend

Sales executives who are new and front liners who wish to jump-start their sales career. A good
refresher for those who wish to revisit the fundamentals of selling.

Course Description

This programme is designed to provide new sales executives with the knowledge of the 6-step sales cycle and the know how to be effective in each area of the process. Each session starts with an introduction of a specific scope, followed by role plays and simulations in order to bring out the best learning experiences.

 

Duration

2 Days

 

Course Outline

MODULE LEARNING OBJECTIVES
Introduction to the Selling Process A quick overview of the 6 steps sales cycle
Managing Database for

Sales Success

Learning the importance of managing and replenishing

database for continued success in selling

Pre-Approach work

– Qualifying Prospects

Discovering effective tools to qualify prospects into

potential buyers

The Approach

– Making the Sales Call

Exploring various approach in making the sales call,

be it face to face or through telemarketing

Identifying and Matching

Client Needs

Establishing customer needs through skilful questioning

and matching needs with product or services

Negotiating the Close A look at how to attempt a close and what to do in

order to prepare the client for the close

Handling Objections Learning the principles involved in handling objections

from customers

Strengthening Relationships

and Soliciting Referrals

Learning to establish strong relationship with customers and how to approach clients for referrals