Improving Your Selling Skills

    Target Audience

    The Improving Your Selling Skills course is designed for people working is Sales, such as:

    • Sales Managers,
    • Sales Executives,
    • Customer Relationship Officers,
    • Account Managers and
    • Account Executives.
    This course is particularly helpful for those selling complicated, intangible or high-end products and/or services that would require the seller to serve as a consultant.
    Course Objectives
    After attending the course, participants are expected to be able to:
    • Explain the difference between consultative selling and conventional selling approaches.
    • Describe the 6 steps of the consultative selling cycle.
    • Practice consultative selling.
    Content
    • Introduction to the workshop
    • Session 1: What and why consultative selling?
      • Conventional selling vs. consultative selling
      • Why consultative selling?
      • Consultative selling principles and cycle
    • Session 2: Step 1 – Getting your customer’s attention
      • Preparing to sell
      • Identifying prospective customers
      • Approaching prospective customers
    • Session 3: Step 2 – Arousing your customer’s interest
      • Customer’s three stages of needs
      • Moving the customer up to the highest stage of needs
      • Changing customer’s existing vision
    • Session 4: Step 3 – Creating a desire to buy
      • Exploring options
      • Creating a desire to buy
    • Session 5: Step 4 – Negotiating and dealing with objections
      • LAPACT – Objection handling tool
    • Session 6: Step 5 – Closing the deal
      • Closing techniques
      • Common types of objections and how to deal with them
      • Close an unsuccessful sale
    • Session 7: Step 6 – Checking customers’ satisfaction
      • Why check customers’ satisfaction?
      • Some methods to check customers’ satisfaction
      • Follow-up
    • Concluding remarks, action planning and wrap-up
    Course Duration

    2 days (14 hours)


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