About Workshop
Introduction
In an ever changing market, customer preferences, expectations and decision making criteria gets even more dynamic and fast paced. In order to enhance effectiveness as sales professionals and make the most of the emerging opportunities, this workshop gives you valuable insights based on global studies validated by sales leaders. Buyer’s psychology and Seller’s focus areas get analyzed in details.
How participant will benefit after the course:
Deeper understanding of how a buyer decides, step by step approach of the seller to guide the prospect, seller’s preparation kit, post sale action planning are the key take aways from this training.
Workshop topics to be covered:
Welcome
Introduction / Ice Breakers
Setting the context
Setting the Objective
Overview on Selling
Concept of Selling
Evolution of the Sales Stage in economic history
Role of the Seller in today's economy
Who Sells
When did we start selling
How to maximise sales
The Universal Buying Selling Process
Buyer Psychology
Seller's Strategic response to Buyer Psychology
Characteristics of Major Sale
Major Sale Vs Small Sale
Key differentiators
Need Based Selling
Overview of Need Hierarchy
Needs, Wants, Demands
Role of emotion in needs
SPIN Selling Technique
Characteristics of a Professional Sales Person
Key Attributes to enhance Sales Effectiveness
Implementing Learning
Identifying key learning from the workshop
Formulating an Action Plan to Implement
Conclusion
Feedback
Wrap Up
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