Professional Selling Skills Program

In today’s business reality, selling  is underpinned  by  complex sales processes orchestrated by globalization, tough  competition , more discerning and price sensitive customers.

Today sales is consultative – A collaborative dialogue with focus on customer needs.

For organizations to meet and surpass their sales targets, conscious effort must be made to equip  sales representatives with superior skills  set and mindset that will enable them  uncover customer needs more effectively , build customer loyalty  , improve sales performance and create a competitive edge that sets them and  their  organizations  apart.

The course will cover the key stages of selling  and provide critical interaction  skills  that  helps to  ensure successful engagements  with all  customers – even with those who are indifferent or express concerns.

The program will be highly  interactive  and critical selling skills will be reinforced through role play, impactful video clips, individual and team exercises/ presentations.

Learning outcomes

At the end of the program participants will:

• Have a better of understanding of  what is needed to have both the right skill set and mind set to sell.
• Have a more rewarding customer prospecting  experience
• Open a sales call meeting  more effectively  and master the skills of moving from rapport building to business of the day
• Interact  better with customers to  uncover their  needs  using appropriate probing techniques that enables  free  exchange of information
• Understand the appropriate time to support the needs of the customers with the right products and services
• Enable customers make informed  buying  decisions  based on facts as opposed to using  coercion or sales tactics
• Significantly increase sales performance by winning new businesses  and building customer loyalty
• Will be able to recognize the customer’s buying signals , overcome objections and close sales in a manner that impacts  sales targets positively.
• Improve sales performance  by better understanding customer needs while maintaining a great customer experience.
• Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.
• Recognize, differentiate, and resolve the three main types of customer concerns: skepticism, misunderstandings, and drawbacks.
• Learn techniques that will enable them terminate non- mutually beneficial relationships in a  more professional and  productive manner
• Handle  customers who are   indifferent   more effectively  using appropriate techniques that  uncovers  valuable need(s)  for  the customer