The Elite Sales Men Seminar

 The Elite Sales Men Seminar

And Sales Intelligence

Training Type:          Selling Skills

 OVERVIEW:

This seminar will cover both fundamental and specialized selling skills. So, either newly employed sales representatives, or staff newly appointed to this job can be benefited from this meeting. Also experienced salesmen who want to refresh their memory and enhance their skills are most welcome. This seminar is part 1 of the successive sessions embedded in the “selling skills development program”. It has to be followed by the “Professional Selling Skills seminar” and the “Negotiation skills workshop” Seminars. The seminar is highly participative and supported by several role-plays and real situations videos.

OBJECTIVES:

After successful completion of this seminar participants will be able to:

1. His role as Sales Representative.
2. Apply the basic principles of communication
3. Manage his business
4. Utilize the fundamental selling skills, which are basic to any sales situation as:
   1. Pre-call preparation.
   2. Determining actual customer Needs.
   3. Listening for understanding.
   4. Selling Benefits.
   5. Testing customer’s Acceptance.
   6. Conduct a successful Initial Call.

5. Handel successful special sales situations

1. Cope with different sales situations.
2. Handle different customer attitudes.
3. Follow-up prospects to the deal closing stage.

 T O P I C S:

1. Need – Satisfaction Selling
   1. Probing
   2. Supporting
   3. Closing
2. Selling Benefits
3. General Benefit Statement
4. Conducting the Initial Call
   1. Pre-call preparation and planning
   2. The first impression
   3. Conducting the call
   4. Closing on call objectives
   5. Recording
5. Reinforce positive response or handling acceptance
6. Close on call objectives.
7. Handling skepticism (uncertainty or doubt)
8. Handling indifference (lack of interest or concern)
9. The Elite Skills
   1. Create need awareness.
   2. Handle objections.
   3. Conduct tough calls.
   4. Closing the sale
10. Handling difficult situations:
    1. Handling complaints.
    2. Handling indifference.
    3. The Awkward Squad.

NUMBER OF PARTICIPANTS:

Should not be less than 2 participants. Large groups are recommended in selling skills seminars, but not more than 6 participants to let every one to participate and share in the recorded role play in the given time frame.

Course Ref. No.:   8sel III

DURATION:

Eight half days (3 hours/ day) from 09:00 Am. to 12:00 Am.

Or, four full days (09:00 Am – 03:30 Pm.)

STARTING DATE: AND  VENUE:        To be announced

Instructor’s FEES:

350 LE per half day (2800 LE for the course)

PAYMENT:         One week before course starts.

REGISTRATION:   Fill and submit the following form