PROFESSIONAL SELLING AND COMMUNICATION

Develop Successful Selling Skills and Retain Your Customers!

The world in which sales professionals have to operate in has changed dramatically. Today, competition in almost every field is much more aggressive and intense than ever before. Customers are better informed, more discerning and more demanding.
Whether in selling a product or service, the rapidly changing landscape confronting sales professionals requires a drastic change in mindset towards selling. Sales professionals need to approach the task professionally rather than simply rely on acumen, better products, and other street-wise selling techniques.
This course will provide sales professionals with the key essentials to sell professionally in a competitive environment.
This two-day programme is designed to:

• equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively
• help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company
• Building rapport and develop relationship building skills.
• Develop a professional sales approach.
• Improve planning, and confidence
• provide participants with the opportunity to apply these skills in the practical ‘role-play’ session

KEY BENEFITS OF YOUR ATTENDING
In just 2 days, you will learn how to:

• the characteristics of a successful sales professional
• how to build customer relationships
• the trust factors that help you close sales in a shorter time
• the questions you need answered before your make your presentation

WHO SHOULD ATTEND
Those who are new to selling or relatively inexperienced, all Executives involved in Sales and Marketing. Any individual who wishes to improve sales performance, increase his company’s customer base and retain existing customers can benefit from this workshop.

THE PROGRAM OUTLINE

Methodology:

This 2 day workshop will be highly interactive and action-oriented.
This program is conducted through a mix of:

• Class room Style Information
• Role Plays
• Group work / Brainstorming Sessions
• Presentations
• Case Studies
• The Skills can be implemented immediately.
• Theory used as a basis for learning.
• Very practical and easy to understand.
• Allows participants to enjoy what they learn.
• Participative, interactive activity.
• Draws on participants own experience.
• Lets you learn in a method you can relate to

MODULE ONE
UNDERSTANDING AND MANAGING YOURSELF

• How personality style impacts outcomes
• The four traits for sales effectiveness
• How to recognize and shape your personality styling
• Why are you doing this job?
• What motivates you?
• Stereotypes of the Salesperson
• The Good, Bad & Ugly
• Group Exercise

MODULE TWO
ATTITUDE MAINTENANCE — I CAN CLOSE THIS SALE!

• The Challenge: Balancing the highs of sales success against the lows of sales disappointment
• Coping with negativity as the key to high performance selling
• Specific tools to manage your attitude

MODULE THREE
PERSONAL GOAL SETTING

• Developing a superior goal-orientation attitude
• The S.M.A.R.T. model for developing goals
• Writing your detailed personal goal plan

MODULE FOUR
TIME MANAGEMENT

• Understanding and calculating the Value of Time
• Good and poor time management principles
• Identifying your time management weaknesses
• Prioritization strategies that work
• Overcoming your time-management obstacles

MODULE FIVE
FACTORS INFLUENCING YOUR RESULTS

• Productive Selling Activities
• The Dimensions of the Sales Platform (3 plots of Land)
• The Sales Platform Concept
• Basis of the Sales Platform

MODULE SIX
PRE SALES PREPARATION

• Know your Industry
• Know your Company
• Know your Products
• Know your Competition
• Target Market Analysis (RP)

MODULE SEVEN
PROSPECTING

• Why I must prospect and continue to do so continuously?
• Prospecting Methods
• Grading of Prospects
• Prospecting Techniques & Their Importance
• 10 Steps for Referral Prospecting

MODULE EIGHT
COMMUNICATION PROCESS IN SALES

• Engaging the customers with 2 Way Communication
• The Importance of Active Listening
• Non Verbal Communications
  • Facial Expressions
  • Voice Intonation
  • Body Language
• Role Plays

MODULE NINE
STRESS MANAGEMENT

• Negative Stress: The silent productivity killer
• Evaluating the amount of work-related and personalstress in your life
• How to control positive and negative stressors
• Developing stress-relief strategies