Today’s increasingly intense competitive environment, coupled with constant demands to improve company performance, has ratcheted up the pressure on all members of the sales organization to focus on profitable revenue growth and building solid business relationship with their clients. None of this makes the job of selling any easier, and as the competitive climate continues to intensify, salespeople will encounter issues that can be extremely difficult to deal with such as, decreased product differentiation, worldwide competition with no permanently safe markets, longer sales cycles, and shorter product-life spans.
This three (3) day seminar gives the participant an overview of the art of selling. Each module is designed to walk the participant through the aspects of each activity affecting the selling process. This workshop focuses on the process of planning, the selling process itself and how to maximize the salesperson’s selling time to achieve greater business results.
Seminar Objectives:
- Provide an understanding of the nature of the selling process and the aspects of its management
- Define the relationship between personal selling and marketing
- Define the role of selling in the organization
- How to approach your customer in consultative selling manner
- Present tools and techniques to improve your overall selling skills
Topics discussed during this seminar are:
- Preparing for The Sales Call
- The Steps in the Purchasing Process
- The Role of Listening and Communicating in Sales
- Prospecting for Potential Sales
- The Steps in the Sales Process
- Handling Objectives
- The Consultative Selling Approach vs. the Vendor’s Approach
- Identifying Your Company’s Value Proposition
- The Value of Follow-up After the Sales call
