The Training Focusses on :

This course focuses on a sales professional’s most important skills & comprises the following 4 modules:

Prospecting 

Sales Questioning Technique

Managing Sales Objections

And Sales Closing

Duration: 1 day

Audience: All Sales

 

Prospecting:

Prospecting is the process of searching for potential customers or clients for a business or organization. It can involve a variety of techniques and methods, including:

1. Cold calling: contacting potential customers or clients who have not expressed interest in the company’s products or services.
2. Networking: building relationships with individuals or organizations in the industry to create new business opportunities.
3. Research: gathering information about potential customers or clients to understand their needs, preferences, and behaviors.
4. Preparing for the first meeting & closing the meeting
5. Understanding Desires, Wants & Needs
6. How to Create Needs.
7. When to Follow-up and how to follow-up

Questioning:

While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. the program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation. This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.

Customers buy because they have needs. If there’s no need, there’s no sale. A big part of being a professional salesperson is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:

– Operational questions to establish a jumping off base for the sale.
– Probing questions to expose a problem,
– Effect questions to explode the problem into other areas, and
– Nail-down questions to develop the importance of finding a solution.

Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.

Sales Objection Handling:

• What are sales objections
• Why are Sales Objections raised
• How to Manage Sales Objections
• The APAC Methodology to manage sales objections

Closing Sales:

• Understand Nine different techniques that can be used to close the sale.