Training program Selling Skills 1

 

Duration:              2 days consecutive

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

 

 

Objectives:

After the course participants will be able to:

·          Position the product versus 3 key competitors

·          Prepare for the call

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

·          Connect, build rapport early on

·          Encourage the customer to speak freely

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

·          Show the benefits of Company’s solutions effectively

·          Handle customer attitudes

·          Explain the importance of proper documentation, CRM etc

·          Create an active reference

 

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

·          (Negotiating)

·          After sales service

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