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Provided by: Spectrum Training Services Not Today Thank You! Essential Sales Skills |
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Training
Provided by Spectrum Training Services
Do you want to be known as a professional sales person and not just a person from sales? In just two days you will learn the skills that will make a significant difference to your sales figures and you will be able to apply them immediately.
You rarely persuade people to buy something because people persuade themselves
What will I gain from the course?
The professional sales person or order taker your self assessment
Prospects or suspects Are you spending time with the right customers
Applying essential TIP controls, Time, Information & Power
Sales cycle management Prior preparation to prevent poor performance Features, Advantages and Benefits see them from your client s perspective
Stop telling and start selling Learn the SPIN Technique
Seeking first to understand, then to be understood, building a scorecard of areas of customer importance
Overcome and Use objections to develop the sales opportunity
Critical Closes and the Yes set winning techniques guaranteed to get that yes and close the sale
Agenda - Day One
Who will I sell to?
Identifying criteria for who you will and will not sell to, developing a list of sales qualifying criteria for prospects to avoid wasting valuable time
Tip controls
Budget, authority and need are all essential qualifying criteria, but do your customers want to buy? Determine the problems that you eliminate or solve for your customers
The sales cycle
Align your sales cycle to the internal buying cycle of your customers, recognising the buying cycle and adopting a customer centric approach to achieve profitable growth
Features, advantages, and benefits
The golden rule of business, features don t sell, benefits do Develop every product feature into a tangible benefit, achieve an end result that satisfies a customer problem or need.
Day Two
Telling or Selling?
SPIN a systematic approach to asking four types of questions; Situation, Problem, Implication, Need Payoff. Developing questioning techniques to Identify implicit and explicit needs and assessing the value of your solution
First Seek to Understand
People like people who are like themselves; building rapport with people you don t have natural rapport with, consultative and collaborative behaviours to build effortless rapport
Objections are Opportunities
Master the art of over coming the most common objections; No trust, no need no urgency and your price is too high
Closing and Commitment
Banish predictable closes Practice the power of asking for incremental commitments from the beginning of your sales cycle. Perfect The Yes-set Close by setting up a repetitive pattern of 'yes' answers
You rarely persuade people to buy something because people persuade themselves
What will I gain from the course?
The professional sales person or order taker your self assessment
Prospects or suspects Are you spending time with the right customers
Applying essential TIP controls, Time, Information & Power
Sales cycle management Prior preparation to prevent poor performance Features, Advantages and Benefits see them from your client s perspective
Stop telling and start selling Learn the SPIN Technique
Seeking first to understand, then to be understood, building a scorecard of areas of customer importance
Overcome and Use objections to develop the sales opportunity
Critical Closes and the Yes set winning techniques guaranteed to get that yes and close the sale
Agenda - Day One
Who will I sell to?
Identifying criteria for who you will and will not sell to, developing a list of sales qualifying criteria for prospects to avoid wasting valuable time
Tip controls
Budget, authority and need are all essential qualifying criteria, but do your customers want to buy? Determine the problems that you eliminate or solve for your customers
The sales cycle
Align your sales cycle to the internal buying cycle of your customers, recognising the buying cycle and adopting a customer centric approach to achieve profitable growth
Features, advantages, and benefits
The golden rule of business, features don t sell, benefits do Develop every product feature into a tangible benefit, achieve an end result that satisfies a customer problem or need.
Day Two
Telling or Selling?
SPIN a systematic approach to asking four types of questions; Situation, Problem, Implication, Need Payoff. Developing questioning techniques to Identify implicit and explicit needs and assessing the value of your solution
First Seek to Understand
People like people who are like themselves; building rapport with people you don t have natural rapport with, consultative and collaborative behaviours to build effortless rapport
Objections are Opportunities
Master the art of over coming the most common objections; No trust, no need no urgency and your price is too high
Closing and Commitment
Banish predictable closes Practice the power of asking for incremental commitments from the beginning of your sales cycle. Perfect The Yes-set Close by setting up a repetitive pattern of 'yes' answers
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About The Training Provider: Spectrum Training Services
Spectrum Training Services - Spectrum Training - http://spectrain.com.jo offers management and employee development training we have offices in Amman Jordan and the UK.
Spectrain was established in 1998 we are a dynamic business dedicated to helping organisations to maximise their potential. We dont do everything we concentrate on what we do well.
Our courses and workshops are designed to meet your specific learning...
