The Secret of Sales Success
Find out the secret of top sales! Many salespeople apply limited methods to develop business and judge the prospects by feeling. These methods come from their own experience or company tradition. In this program, attendees will broaden their horizons and find scientific method to evaluate prospects, learn various ways to prospect clients to breakthrough bottlenecks and boost sales.
In this program, participants will learn how to:
Analyze and manage customers better;
Apply multiple approaches to prospect business;
Strengthen relationships by providing value-added services
Generate predictable sales results from referrals
Increase profit from existing customers
Program Outline:
1. Analyze and Invest in Right Customers
Work hard Vs. Work Smart
Which customers cost our time mostly?
80/20 rule
The criteria of customer evaluation
Industrial analysis
Area analysis
Competitor analysis
Company and product analysis
Self analysis
Find your own key accounts
Treat the customers in different ways
2. Apply multiple ways of Business Development
Ways of profitable prospecting
Try new means to develop business
Analyze your sales activities
3. Gain from Recommendation and Referrals
Why it’s important?
When to ask for referrals?
How to ask for referrals?
How to build rapport with the referrals
Generate new business from referrals
Create a referral network
4. Make Clients Your Promoters
Use a continuum to evaluate customers
Build your influence center
Identify and create champions
Benefit from champions
5．Sell by Service
Create added value for clients with effective follow-through
What service is welcomed?
Identify business opportunities in service
6. Uncover New Opportunities to Boost Sales
Penetrate existing accounts
Up-selling
Cross-selling
Use a opportunity chart to find business
Prospect for results to fill your sales pipeline
Program Specifications:
Length: 2 day，09:30-16:30
Who will benefit from this course: Account Executives, Sales Consultants, Sales Reps, Account Managers, Business Development Personnels and others who want to learn and improve selling skills and get more deals.
Class Size: 15-30 participants
Methods and Features:
Attendee’s Comments:
“By applying a technique learned in the program, a prospect placed me a order yesterday!”
——Mr. Zhang Sales Manager of Burea |
