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SUCCESSFUL PROFESSIONAL SALES SKILLS

PART 2 OF THE TRAINING: THE SEVEN MAIN STEPS IN SALES

This training includes the following themes:
1. Mastering the information volume, influencing sales argumentative factors, which lead to a purchase
2. Determining the measurable sales benefits and quality value of products or services
3. Practicing persuasive sales argumentation to track levels of argumentation sufficiency
4. Developing check up mechanisms to test customer willingness to close sales
5. Anticipating and successfully applying argumentation methods and techniques
6. Effectively using affect in argumentation to alter customer perception
7. Mastering techniques for copying with sales objections to enhance customer confidence and to achieve better sales
8. Distinguishing sales objections in order to select successful processing instruments
9. Practicing the most effective ways of conquering frequent sales objections
10. Identifying and overcoming the six standard types of sales objections
11. Practicing the three most successful approaches to price-related objections
12. Positively involving customers after their sales objection

Date for the next training:

There is no date set for next event

Training benefits

Masters ‘leading to a purchase’ sales argumentation Practises persuasive sales argumentation; Develops check up mechanisms to test customer willingness to close sales; Uses affect competently to alter customer perceptions; Exercises the most effective methods of conquering frequent sales objections

Training programme:

1. Sales Argumentation – offering solutions

- Sales conversation forms – informative forms, getting to know one another, argumentative form, customer-oriented form, prospective sales closure, and sufficient expression

•Sales arguments order and sales argumentation classification: measurable benefits, emotional argumentation, tactical argumentation, and moral argumentation
•Successful sales argumentation formula - the difference between information and sales, the difference between the product/services benefits and product/services customer benefits
•Using the voice in sales
•Asking questions in sales

- Non-verbal communication and argumentation

2. Sales Objections – breaking the deadlock

-Behaviour patterns when confronting sales objections

•Rules for successful handling of sales objections - recognizing what is behind sales objections, distinguishing between sales objection and pretext, agreeing with the customer, sales objection replies, sales objections catalogue, anticipating sales objection and positive attitude, and dealing with fears
•Sales objections-handling process - active listening, analysis of the sales objection, pause to think, calm, convincing and confident answers
•Types of sales objections: the infinite in the finite

- Overcoming sales objections: “I understand you very well” technique, the Millstones, the Boomerang, the Relative, the Compensation, negotiation, refrain, paraphrasing, the Plus-Minus Technique, the Reference, the Relief, counter-questions, the Yes-No technique, giving examples, turning sales objection into a common goal, the Corkscrew technique, and the alternatives

- Eliminating the six most common sales objections

- Three successful approaches to price objections

- Successful sales objections and consequent actions

Training suitable for:

- Sales persons
- Managers and supervisors
- Merchandisers
- Promoters
- Buyers

Training Inquiry

Pending.

Pictures:

European Parliament calls for new legislation on fair food prices

Diteramb Consult - Training&Consulting

SUCCESSFUL PROFESSIONAL SALES SKILLS