Program Specifications:
Length: 3 days
Who will benefit from this course: Account Executives, Sales Consultants, Sales Reps, Account Managers, Business Development Personnels
Class Size: 15-30 participants
You know that you can not sell by low price any longer; you must sell value to customers. Soft Strength Coaching™ understands this too.
That’s why we just fine-tuned program. It emphasizes on value rather than price. It examines the strategic answers to today’s make-or-break selling issues, such as how to win appointments with key players, communicate proactively, resolve objections, gain new referrals and close more sales?
Best of all: you’ll see dramatic results on the bottom line.
In this Program, participants will:
• Build the self-confidence to overcome the challenges of selling
• Communicate value and sell from a buyer’s point of view
• Master a consultative selling process to accelerate the sales cycle
• Strengthen relationships by building credibility and client loyalty
• Develop a consistently positive attitude to generate predictable sales results
Program Outline:
1. Preparing for Success
• Understand the role of professional sales in today’ economy
• Define the selling process
• Prepare for the sales call
• Evaluate selling skills and establish meaningful objectives for this training
2. Building Rapport at The First Place
• Understand and apply a proven selling process to create partnerships
• Learn how to make buyers eager to talk with you
• Establish immediate credibility to build alignment with buyers
3. Generating Interest and Identifying Needs
• Generate interest at beginning
• Uncover and appeal to different buyer interests
• Use power questions to get the information you need
• Widen the buyer expectation gap to create interest
• Find out the primary buying motive
4. Providing Solutions
• Steps to present solutions
• Find out facts and benefits of your product
• Define U.S.P.s
• Use evidence and make an evidence book
• Present solutions that are persuasive and convincing
5. Appealing to Motive and Gaining Commitment
• Evaluate buyers to move the sale forward
• Use “Language Movie” to engage the prospect’s emotions
• Six ways to ask for the sale with confidence
6. Resolving Objections
• Find points of agreement to lower buyer resistance
• Learn special process to resolve objections
• Ask the right questions to uncover hidden objections
• Two effective techniques to respond to objections
7. Uncovering Opportunities
• Penetrate existing accounts
• Prospect for results to fill your sales pipeline
• Create a referral network of champions who bring business to you
8. Mastering the Selling Process
• Tie the sales process together
• Build on the successes you have experienced in this program
• Develop a motivating personal vision to ensure higher levels of sales success
|
