Sales Skills

Course details

Direct the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Course Objectives

• The Successful Salesperson
• Why and How Customers Buy?
• The Structure of a Successful Sale
• Communication Skills
• Presenting your Product
• Closing the Sale
• Closing the Transaction - Ensuring Timely Collection
• Service Recovery
• Managing yourself

Who should attend? 

• Sales professionals
• Distribution employees
• Individuals interested in the subject

Course Expectations 

• By the end of this course, attendees will:
• Understand the essentials of selling
• Comprehend the sales process
• Get introduced to sales techniques
• Understand how different clients' psychologies affect the use of techniques
• Get tips and tricks to sit for the exam

 
What You Will Learn:

• The Successful Salesperson
• The Skills Requires
• Identifying Gaps and Further Developments
• Personal Goal Setting
• Why and How Customers Buy?
• Who are your customers?
• What do customers want?
• How do customers buy?
• Rational and emotional triggers
• Exceeding Expectations
• The Structure of a Successful Sale
• Introduction
• Qualification
• The Proposal
• Handling Objections
• Close and Consolidate
• Communication Skills
• Enhancing Your Listening Skills
• Powerful Questioning Techniques
• Building Rapport and Engaging your Customer
• Mirroring and Matching
• Understanding and Using Body Languages Skills
• Presenting your Product
• Using Features and Benefits
• Powerful Language to Help you sell
• Enhancing your Presentation Skills
• Closing the Sale
• Recognizing Buying Signals
• Handling Resistance
• Strengthening the Customer Relationship
• Closing the Transaction - Ensuring Timely Collection
• Agreement - Sales Agreement at deal Inception
• Understand customer expectations and deliver requirements ensuring no gap in customers' expectations
• Closing documentation - Obtain confirmation of receipt of goods completion of service
• Gentle follow ups
• Final Collection
• What if things go wrong - signs to recognize other action need to be taken
• Service Recovery
• Be Pro-active: Prevent things from going wrong
• Corrective Action: Quick service recovery, if things do go wrong
• Preventive Action: System correction to ensure the same mistake is not repeated again.
• Managing yourself
• Managing your Time
• Improving your Self Confidence
• Action Planning

Updated on 02 January, 2019