Value Sales Training هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

• Identify and adopt the right professional selling behaviors and skills needed to maximize sales performance.
• Develop critical self-driven practices to optimize personal and business effectiveness and efficiency
• Distinguish between different sales methodologies and identify the primary focus for each one of them create, implement and support the right sales strategies, goals and objectives through their solid insight into the sales process.
• Defend the principles of successful negotiations while handling objections, and pitching the right value propositions critical for long term business relationships.
• Use questioning and probing techniques to improve prospecting capabilities throughout the sales process.

• The evolution of personal selling
• The new sales competencies
• Behaviors, characteristics and skills of a successful salesperson
• Assessing performance according to specific sales indicators
• Root causes of sales problems
• Personal selling profile

• Effective prospecting and pre-visit research
• Characteristics of different selling models, types and structures
• Setting goals based on your sales quota and plan
• Analyzing the territory and conducting account research
• How to conduct effective competitive analysis
• Neutralize or offsetting perceived competitor's advantages
• Working your company's strengths against competitors' weaknesses
• Planning your calendar to achieve sales goals and build a sales pipeline
• Identifying resources and methods of generating leads
• Delivering clear and effective presentations
• Handling and overcoming objections
• Achieving positive closing techniques
• Recognizing service as a hard differentiator

• Understanding the principles involved in successful negotiation
• Sales negotiation and vulnerability analysis
• Building a value position and relationship through principled negotiating
• Leveraging the art of persuasion

• Developing a customer profile
• Service beliefs and philosophies
• Basic attributes of a positive attitude
• Questioning and probing skills
• Leveraging open and closed questions
• The importance of listening
• Understanding different buyer behaviors styles in relation to your own
• How to respond to different buyers and different personalities
• Strategies to maintain communication with a customer