About Workshop
Objectives of the Course:
The objective of this workshop is to adopt a systematic process to achieve maximum sales potential, in order to convert the sales person's job as their hobby, which will reward the customer, the company and themselves. Basically, it’s all about enjoying selling profitably!
Successful sales people are not born; effective sales professional must master techniques to achieve success. This training is essential for all successful salesmen who want to take it to the next level and get even better.
Selling, in the old days, was largely an act of personal heroism. The key to successful selling knew the products and the customers. But this approach has little to do with the way sales are made in today's real world. Today's customers buy benefits, not products; they demand solutions which don't come in a box. They must be designed, fashioned to meet the customer's specific needs.
Making such sales takes a lot more than personal charisma. Today's selling is a step by step process, which starts from 'Finding Potential Buyers' but not ends only at 'Successfully Selling the Product' but 'Proper Following up on a Sale' and lot more.
This training offers a quick yet comprehensive guide to the techniques of effective selling, prospecting, getting on the customer's wavelength, dealing with objections, negotiation, closing the sale, and more.
Renowned Sales trainer Mr. Razib Ahamed is a great coach. He is here to help you. In the training, he will show how the habits you have gained so far in your sales career- often precisely those habits which have brought you success- are now dealing your progress. His approach is practically, useful, helpful and fun. This training helps highly successful salesmen get better and better.
Training Outcomes:
In Sales career, every passing month is a beginning of another month with a huge commitment, higher targets, collections, stress and more... Sales teams are under extreme pressure. Do they utilize maximum potential and reward mutually?
The outcome of the training will such that the participants will be able to:
1. Realize : The need for Professionalism in Sales Promotion
2. Identify : The need to develop Knowledge, Skills, Disciplines & Leadership
3. Focus : The importance of developing a Sales orientation
4. Understand : The Modern Concept of Sales and Marketing
5. Enlarge : A positive approach to Needs-based Sales Promotion
6. Focus : On Background Knowledge & Disciplines in Professional Salesmanship
7. Increase : Vital qualities & Disciplines of a Professional Salesman
8. Understand : The 4K's - Market, Trade & Product & develop Tailor-made selling strategies
9. Plan : The total Selling operation more effectively for enhanced productivity
10. Develop: A positive attitude of mind which results in a Win - Win situation.
Workshop topics to be covered:
Defining Salesmanship
a. Who is a salesman & his requisite skills
b. 9.5 Habits to be a successful Salesman
c. Key Performance Indicators of a Salesman
d. Key responsibilities of a Salesman
Understanding Competitive Market
a. Analyzing the market
b. Identify the key challenges in Selling
c. Converting Information into Intelligence
d. Develop winning strategy
e. Constructive approaches in Selling for breakthrough results
360° Strategic Selling for Customer Retention
a. Steps to create loyal clients by exploring Customer’s Needs
b. Uncover new opportunities through relationships
c. Prospecting - the Heart of a sales call
d. Networking- Modern approaches in Selling
e. Gain mindshare for more market-share
The Selling Sequence
a. Preparation
b. Approach
c. Beyond Features & Benefits - Value Addition
d. Dealing with Objections
e. The Process of Influence & Closing Techniques
f. Post Call
Objection Handling & Negotiation
a. Positive aspects of objections
b. 6 sequential steps of handling an objection
c. Rules for Negotiation & concession
The power of phone calls
a. Advantages of Tele-selling
b. Telephone call handling
Team Building Skills for Professional Excellence
a. What is a Team?
b. How does a team work?
c. 8 rules for better outcomes
d. A short-course on leadership
Ways to Win Customer’s Heart
a. 6 ways to make your Customers like you
b. Tips to Grow with the Customer
c. 7 Secrets of Success
d. Making your selling life fun and really rewarding
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