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 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|