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Selling Skills Training is very important in organisations where highly skilled sales people can make the difference between an average Company and an outstanding, highly successful Company.
“Excellence is an art won by training and habituation. We are what we repeatedly do. Excellence, then, is not an act but a habit” Aristotle
1. Advanced Selling (Social Style Selling)
Who will benefits?1. Sales people with 1-2 years experience wishing to upgrade their selling ability. 2. Those involved in complex selling or key account management. 3. Managers involved in sales accompanied visits or coaching. Why choose this course?
Advanced selling techniques build on basic selling skills to improve the likelihood of successful outcomes through an increased appreciation of how and where to use key skills. What delegates will learn1. How to use new selling techniques to get closer to your customers 2. How to recognise the Primary Buying Motivators of different customer types 3. Effective use of Needs/Benefit selling to appeal to Primary Motivators 4. How to handle objections more effectively 5. Your ability to convert opportunities into sales will have a direct impact on your business's PROFITABILITY.
2. Introduction To Selling
Who will benefit?1. Newly appointed salespeople with little or no previous formal training in selling skills. 2. Those who are new to the concept of Needs/Benefit based selling.
Why choose this course?Professional selling skills training increases the conversion rate of opportunities into sales, which after all, is the ultimate aim of every sales based industry. The Pharmaceutical Industry provides extensive training to sales people who are dealing with selling products to highly skilled, professionals (medics). Your sales people could benefit from learning and applying the same sales techniques. What delegates will learn1. Introduction to selling 2. How to sell product/service benefits related to customer needs 3. How to handle objections 4. The importance of pre and post call evaluation.
3. Key Account Management Training
Who will benefit?Sales people or managers with the responsibility for developing the company’s major customers. Why choose this course?Key account management is much more than just sales. It is one of the most important areas of focus when trying to ensure both consolidation and growth, because of the nature of the customers selected. What delegates will learn1. How to determine who is key and who is not. Why do you differentiate and what factors do you consider. Once they have identified the key account, how to keep them buying your product, and how to grow the business. 2. The techniques appropriate at each stage and when to move on. 3. The part our personality type has on who we choose and how we develop them? How to adjust to connect effectively with existing key accounts to grow our business, and how to develop others, by adapting our behaviour.
4. Negotiation Skills
Why choose this course? Being able to negotiate well does two things for your organisation; 1. It ensures that both parties get a fair deal and 2. It enhances your credibility with customers. Good negotiators strive always to achieve a Win-Win scenario, which leaves both parties feeling good about the process and the outcomes. What delegates will learn 1. What negotiation is and is not 2. A 6-step process for negotiating 3. Competent negotiation leads to effective use of your Company resources with better returns, which clearly impacts PROFITABILITY.
5. Presentation Skills
Who will benefit? Anyone involved in presenting to groups. Why choose this course?Good communication is the art of making ones’ self understood by others – regardless of an audience member’s expertise or knowledge of the subject matter being presented. An integral part of modern communication is the ability to effectively present ideas, plans, recommendations, proposals and training material to groups of people. This course is very practical in nature with delegates receiving detailed feedback after each presentation exercise. Video recording and playback can be used on some courses to demonstrate delegates’ progress throughout the course. What delegate will learn 1. How to prepare and structure presentations 2. Presentation delivery 3. How to manage the environment 4. Group control techniques 5. How to cope with nervousness.
Thanks for the invitation. I've been through the following programs and they are really useful in improving the selling skills:
1. Dale Carnegie Selling Skills
2. SPIN sales techniques
3. Consultative Selling
4. Relationship Selling
5. Samurai Selling Skills
I have this gift, and I never thought of it as something that could help me in business, but I have particularly good hearing and smelling senses along with a phenomenon where the other persons eyes and gestures, you should look to whether you begin to see a pulse in their veins, and briefly analyze in your mind the factors that are in play - sometimes, the way you move your eyes away from the target subject is a sign that one is lying. Now, you can never be certain about these things to where you judge anybody in any official way. The benefits of these gifts are the abilities to quickly discern the intentions of an individual and immediately adapt to the preferred behavior that seems to compliment their personalities even though at times this cannot be done. In the United State we call this "reading" people. Visualization exercises greatly improve one's ability to instantly read an individual and make a %90 accuracy target in terms of closing deals or professional duties. When your gut feels the excited gut of the client or subject then you know the sale has made itself.
Thank you
Totally agree with you and with Mr. pravin Matey
Great answers given, I really don't think I have anything more to add. Thank you every one.
Systematic Selling Dialog is a apt tool and training module for sharpening your selling skills.
It has three driving principles which drive a sales dialog effectively and five selling skills which one uses during a sales dialog.
Three driving Principles:
1.Focus on the Customer.
2.Persuade through Involvement.
3.Earn the Right to Advance.
Five Selling Skills.
1.Initiate.
2.Probe.
3.Present.
4.Summarize.5.Close.
Apologized for the answer, leave the answer for the professionals.
I think that they should go for :
1- SPIN Selling
2- Consultative Selling by Wilson
3- CRM
Have a look here:
