Objectives of these Courses:
Effective sales people are not born; effective sales professional must master techniques to achieve success. All sales professionals need to use a systematic process to achieve maximum potential.
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.
This training is appropriate for anyone who is involved with Territory Management and Retail Distribution of FMCG products, where you are a frontline employee, a supervisor or a manager and whether you have external or internal clients.
The training will be conducted by keeping the following 10 points concerns in mind, so 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 result in a Win - Win situation.
Workshop topics to be covered:
Who is a salesman & his requisite skills
9.5 Habits to be a successful Salesman
Key Performance Indicators of a Salesman
Key responsibilities of a Salesman
Understanding Competitive Market
Analyzing the market
Identify the key challenges in Selling
Converting Information into Intelligence
Develop winning strategy
Constructive approaches in Selling for breakthrough results
360° Strategic Selling for Customer Retention
Steps to create loyal clients by exploring Customer’s Needs
Uncover new opportunities through relationships
Prospecting - the Heart of a sales call
Networking- Modern approaches in Selling
Gain mindshare for more market-share
Coverage planning- Identifying potential
Salesman performance evaluation procedure
Numeric & Weighted distribution
How to ensure Sales growth
Positive aspects of objection handling
Efficient stock management
ROI calculation & Distributor profitability
Need & basis for Territory formation
Retail distribution process
Market visit objective
Territory Manager’s role
Power of Trade Marketing
Introducing Trade Marketing
Importance of Merchandising
Differentiation of Channels
Need for Channels
Objection Handling & Negotiation
Positive aspects of objections
6 sequential steps of handling an objection
Rules for Negotiation Concessions
Team Building Skills for Professional Excellence
What is a Team?
How does a team work?
8 rules for better outcomes
A short-course on leadership
The power of phone calls
Advantages of Tele-selling
Telephone call handling
Implementation & Daily Task Management
Excellence in implementation
Daily task management
Review and course correction