Selling Skills Techniques هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

Today in highly competitive market place, sales people need to not only have knowledge of their own products & services, but require an understanding of their clients business & how they can contribute positively to their success, sales people have to act as advisers, problem solvers & consultants & be able to demonstrate how they can promote growth, profit & enhanced customer satisfaction for their clients’

Course outlines:

Pre- call planning

• How to develop the skills of managing a sales territory
• How to exploit new areas for business through effective
• prospecting & business  development
• How to clarify the necessary of having clearly defined call objectives
• Prospecting & business development
• A review of appropriate plans & systems
• An outline of a definite procedure  for developing new
• business using the telephone to make appointments

Sales presentation skills:

Emphasizing the necessity for using a planned approach

when in a face- to – face selling situation

Establishing customer needs:

• How to ask the right questions & not talk too much
• How to use probing questions & listen
• How to plan questions

Presenting the sales case:

• How to put the story across in customer language
• How to use supporting sales aids & demonstrations
• Answering customer objections:
• Identifying the most common objections, including ‘‘price’’, ” I’ll think about this ” etc & preparing answers

Closing the sale:

• Analysis of why some salespeople are slow to close
• Outline & examples of specific techniques for closing including , The alternative close. The assumptive close, minor point close
• After the sale:
• The importance of delivering what you promised
• Building customer relations to ensure repeat business
• The selling game:
• This session gives participants an opportunity to practice the skills acquired on the course & involves a specially designed case study which allows them to apply their skills in a ” live ” selling situation

Learning objectives:

After completion of this course , Participants will be able to:

• How to plan for the sales call
• Study your prospect before the call
• Prepare the proposal well
• List of questions that should be addressed
• Know your maximum , optimum & minimum prices that you can accept

Course Features

• Use audiovisual examples, practical exercises
• Case studies for more demonstration
• Role plays & teams games

Who should attend?

Junior sales specialists, or are contemplating a career in sales, Those who already occupy a sales position but lack formal training. Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background