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