Professional Selling Art
Many sales professionals fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is, without first understanding the needs and desires of the customer. This is not usually the best approach.
From controlling conversations with customers to asking the right questions to uncover needs, this course will enhance athe bility to connect better with customers, overcome objections and close the sale confidently and effectively.
Key Learning Points
The perfect salesperson – Activity
Controlling a conversation
Using the power of questions
The OPEN question selling technique
(Operational, probing, effect and nail down questions)
Listen and know your FAB – Features, advantages, Benefits (Skillset)
The importance of listening
Features, advantages, and benefits
Customer specific benefits
Identifying customer’s decision criteria
Handle objections and close the sale
Types of objections
The APAC objections handling model
Handling the most common objection “price”
Nine closing techniques
The professional selling mindset
The right state of mind to sell
The more “No’s” you get
Visualize your sale
Know what you’re selling inside out.
Understanding buyer types and follow-up
Understanding the different behavioral styles and personality types
Find out your major behavioral style and personality type
Selling to different personality styles
After sales and follow-up
Understand what is needed to have both the right skill set and mindset to sell.
Connect better with customers, overcome objections and close sales confidently to achieve targets.
Learn and practice an effective sales questioning technique that will increase sales by better understanding customer needs.
Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.
Uncovering and exploring the mindset of the professional sales executives.