Advanced Selling Skills
Course Overview
The need for professional salespeople is up growing. Therefore, this program built to strengthen the good selling practices and lift them out of their norms into the excellence.
Course Outline
Definition of Selling
The ideal salesperson:
Assess your selling skills
The psychology basis of buying and selling behavior
Identifying the buying motives and customers’ needs
Customers and Salespeople types
Dealing with different types of personalities
How to Communicate to influence and persuade
SMART questions
How to read the Body Language
Sales Process:
Prospecting and generating leads
Where to find “new” customers
Turning leads into prospects- MAD Model
Pre-approach:
Planning for successful sales calls
Planning elements and its benefits
Approach
Sales Presentation
Handling Sales Resistance/Objections
Closing and securing deals
What to do in case of failing to secure deal
Up selling & cross selling
Follow- up & customer service
Learning Objectives
Upon accomplishment, participants will be able to:
Promote credibility from your potential customer
Recognize customers’ needs and desires
Make a positive first impression
Master body language to help their negotiation
Understand what motivates the prospects
Improve the techniques to win the bargain
Deal with objections and excuses
Master the after sales and follow up techniques
Build long term relations with the customers