Spin Selling Skills Master Class training centre in Bangladesh

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Spin Selling Skills Master Class

Introduction

Selling Skills and Influencing Techniques can make or break your career. Every time you try to sell your product or services or an idea, you are convincing your prospect on what they need or want to make their live easy and will make some positive difference.
Focus On Buying, Not Selling. You & your sales team can win more business. The first step however is awareness – “a new awareness” of how buying decisions are made (the steps, the people involved, the information required, and so on). Most salespeople underestimate the sophistication of today’s buyers. That makes re-drawing the map of how their customers buy. T be successful salesmen must need to adapt how customer’s buy – from cold calling to closing.
SPIN® Selling Skills is a set of questioning skill which is in practice and helped sales personals achieve excellence. The module was originally developed by Mr. Neil Rackham, who was a renowned researcher of United States, in the field of sales & marketing.
SPIN® selling skill was developed on extensive research. A team of professionals analyzed more than 35,000 sales calls, over a period of 12 years, to provide the hard facts on, what makes successful selling. There are many opinions on how to sell, but a real shortage of well-researched facts. SPIN® Selling Conversations, is a research-based, advanced questioning skills, a proven methodology with today’s best practices in selling.
This Sales Mastery Programis designed to train and equip the sales professionals to lead compelling conversations with decision makers that inspire confidence and lead to quicker decision making.

At The End of The Training, Participants Will be Able to:

a. Analyze the psychology of customer needs and decision-making.
b. Describe the psychology of customer needs.
c. Influence all the members of customer’s decision-making process/unit.
d. Analyze his/her strengths & weaknesses of present selling style.
e. Demonstrate the key behaviors used by effective salespeople in their verbal interactions with customers.
f. Make effective plan for sales calls in terms of these behaviors.
g. Frequently and objectively measured their performance compared with the skilled behavior model and created an action plan for continued development of the skills after the program.
h. Enable participants to improve their sales skills.
i. Most of all, successfully applying the SPIN strategy will enable to achieve EXCELLENCE.

Methodology

PowerPoint Presentation, Interactive Lecture, Group Exercise, Video clips, Case Study, Discussion & Practical Session, Question and answer session.

Contents of Training:

a. The psychology of customer needs : Prospecting strategies.
b. The Selling Process.
c. Attitudes for Success.
d. Opening the Call.
e. Uncovering & Developing Customer Needs.
f. Time Management.
g. The SPIN® Selling Skills Model.
h. Applying the SPIN® Strategies with Case Study.
i. Demonstrating Capability.
j. Practical Tools to Analyze & Organize Persuasive Case.
k. Objections – Prevention & Handling.
l. Creative Negotiations: There is Always a Way.
m. Obtaining Commitment: Confirming the Sale.
n. Real life case analysis. Role Play.
o. Exercises.

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