Training program Advanced Selling Skills

 

Duration:              2 days consecutive

Timing:                  09.00 a.m. - 05.00 p.m.

 

 

Objectives:

After the course the participants will be able to:

·          Prepare for the call

·          Explain the importance of product knowledge (including competition) and customer knowledge

·          Connect, build rapport early on

·          Ask questions to understand the situation, elicit problems, position the companies’ products versus competition and current practices

·          Show the benefits of their solutions effectively

·          Handle customer attitudes

·          Create an active reference

·          Adapt their style to the customer

·          Enhance their self confidence

·          Identify customer types and build rapport with all

·          Use congruent non verbal communication

·          Adapt the selling process to the buying process

·          Increase forecasting accuracy

 

Indicative program:

·          Introduction

·          Positioning versus competition and proof sources available

·          Preparation

·          Opening the call

·          Situation Analysis

·          Needs development

·          Explaining the benefits

·          Specific objections and how to handle them

·          Closing

·          Customer types and rapport

·          Minimal cues

·          Paradigms and self-confidence

·          Transactionnel analysis

·          Non verbal communication

·          Buying process

·          Probability matrix

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