- Payment Terms: Enquire
- Duration / Course length: 4 Days
- Starting Date: Enquire About It
- Timings: Enquire
Course details
Objective- 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 changing business environment
- 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
Eligibility / Requirements
There are no eligibility requirements to attend this course.
Job roles this course is suitable for:
Sales representative , sales manager , Services Sales Manager , Channel Sales ManagerAbout Convertas
CONVERTAS is a reliable advisory firm, helping organizations develop their activities to align with their objectives adopting the best practices.
Our trainings and workshops cover all areas of business including Management,Soft Skills and Human Resourses Management, Marketing and Sales, Accounting and Finance, Procurement and Logistics, targeting organizations, managers and employees. Whether in-house or public, trainings are organized with the highest qualified trainers.
Our methodology relies more on the use of audio-visual impact which is more effective than the lecture style. Presentations, videos and simulations methods have proven to be very effective for people to remember.
Moreover, doing and teaching are the best vehicles for learning and remembering. This includes involving the trainee in the teaching process by interacting, through completing worksheets and inciting to explain and present what is acquired.
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