Client-Based Selling Strategies
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.
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.
|Introduction to the Selling Process||• A quick overview of the 6 steps sales cycle|
|Managing Database for
|• Learning the importance of managing and replenishing
database for continued success in selling
– Qualifying Prospects
|• Discovering effective tools to qualify prospects into
– Making the Sales Call
|• Exploring various approach in making the sales call,
be it face to face or through telemarketing
|Identifying and Matching
|• 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
and Soliciting Referrals
|• Learning to establish a strong relationship with customers and how to approach clients for referrals|