Spin Selling Skills Master Class training centre in Bangladesh

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Spin Selling Skills Master Class

  • Date : Saturday, January 19, 2019
  • Duration : Day(9.30 am-5.30 pm)
  • No. of Classes/ Sessions : 1 Day
  • Class Schedule : Saturday
  • Last Date of Registration : 17 January, 2019
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.

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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Businessman, sales professionals of any industry, professionals of financial institutions, professionals of frontline/customer service or anybody who has interest in sales/career in sales & marketing & achieving business targets for excellence.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.

Resource Person

Mr. Zaki Mahmud

First Asst. Vice President

Mr. Zaki Mahmud started his career in Sales & marketing at Lakhotia Computer Center (LCC), an Indian organization operated in Bangladesh. Later he joined American Express Company, Travellers Cheques Group, where he had opportunity to get more exposed in the challenging world of sales. He attended numerous training programs, workshops on sales & marketing in-country and abroad. Among them, he participated some internationally recognized sells training programs like IMPACT 1®, SPIN® Selling Skills, Consultative Selling Skills, AECR® Workshop, Situational Leadership® in abroad. His enthusiasm, professionalism, determination and extremely customer focused views & mindset, lead him to achieve awards like “Expression of Excellence Award” (AmEx), “Service Excellence Award” (EBL). He had hold positions of Relationship Manager, Sales & Service Manager in leading private banks where he demonstrated his selling skills and expertise and successfully achieved the organizational excellence. He loves to study his favorite topics, e.g. sells, self-development, Banking, finance etc. He also loves to teach and share the knowledge he gains with others; as such he conducted much in-house training within the organizations he worked during his long career span. He was selected as trainer in a project of SEDF-IMF funded by World Bank. Where he traveled to Chittagong & Khulna and trained more than 350 participants in 8 separate sessions. Mr. Zaki Mahmud holds Master’s Degree in Accounting and currently holding position as First Asst. Vice President in a leading private Bank. He is an active member of Ex-AMEX Employees Association and Rotary Club of Dhaka One.

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