Training program Commercial Skills for Service Engineers 1

Duration:              2 days consecutive

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

Objectives:

After the course participants will be able to:

·          Prepare for the call

·          Open the call effectively, connect, build rapport early on

·          Encourage the customer to speak

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

·          Influence the customers perception of need

·          Show the benefits of Company’s solutions effectively

·          Handle standard objections

·          Create an active reference

Indicative program:

·          Introduction, objectives

·          Preparation

·          Role play case

·          Opening the call

·          Role play case

·          Needs analysis

·          Role play case

·          Explaining the benefits

·          Role play case

·          Specific objections and how to handle them

·          Role play case

·          Closing, summarizing the agreement, negotiating

·          After sales service and follow up