Fundamental Selling Skills Seminar
COURSE OVERVIEW:
This program is designed for newly employed sales representatives, or for staff newly appointed to this job. This seminar is part 1 of the three sessions embedded in the “selling skills development program”. The course should be followed by the “Specialized Selling Skills” and the “Professional Selling Skills” Seminars with about three months gap between each of them.
OBJECTIVES:
After successful completion of this seminar participants will be able to
- Understand who customers are.
- Their roll as Sales Representatives.
- Apply the basic principles of communications.
- Manage their business.
- Utilize the fundamental selling skills, which are basic to any sales situation. They are:
- Determining Needs.
- Listening for understanding.
- Selling Benefits.
- Testing for Acceptance.
- Conduct a successful Initial Call.
CONTENTS:
· Main Topics
-
Need – Satisfaction Selling.
-
Probing.
-
Supporting.
-
Closing.
-
-
Selling Benefits
-
Conducting the Initial Call
i. Pre call preparation
ii. Pre call planning
iii. Conducting the call
iv. Closing on call objectives
· Supporting Topics
a. Who are Customers?
b. Effective Communications
i. Introduction & Definition
ii. Principles of Communication
iii. Reading Body Language
c. Managing Your Business
i. Planning, how to plan for your success
ii. How to manage your time
iii. Journey planning
iv. Recording
DURATION:
Four full days.
Number of Participants:
Number of participants should not less than six. Large groups are recommended in selling skills seminars, but not more than 14 participants to let everyone to participate in the given time frame. However the optimum class size should be 12 participants.
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