Capacitate Sales Teams with advanced selling skills and techniques to optimize product sales teams.
LU 1: Personal impact
The value and impact of a brand message
Understanding that people also carry a ‘brand’- which needs to be managed to ensure success
The direct relations between your personal brand and your success in carrying your company brand – defining your personal brand message to ensure your success as Sales Agent
Explore the building blocks of your brand and how to position them:
Personality preferences – explore your natural strengths and focus on how to apply these to make an impact. Also know your natural weaknesses and where applicable learn skills and habits to overcome the challenges these poses to you in your job.
Building confidence: Understand the radiating impact of confidence that flows from a positive self-image.
The power of appearance: how to create an energetic, professional ‘me’ through body language, clothing, posture, words and tone of voice.
Developing a sales mindset: loose the fear and insecurity and develop focus and faith in yourself and your product
Evaluate your competence set: define the skills required to ensure your success as Sales Agent. Evaluate yourself against these. Grow from your strengths, whilst acting to close your skills gap.
Optimize your time: understand the value of time and double your days through careful planning, organizing and delegating.
LU 2: Master the Selling Process
Step 1: Customer Sales Plan
Step 2: Setting the appointment (approach)
Step 3: How to prepare for the visit
Step 4: Presentation of your offering
Step 5: Check for needs and responses
Step 6: Intro to Dealing with objections
Step 7: Intro to Close the deal
Step 8: Up-selling (basic)
LU 3: Advanced Selling: Master objections and closing the deal
Know types of objections:
No need objections
Apply techniques to deal with the different types of objections
Rephrase your offer
Postpone the decision
Questions to smoke out hidden objections
Use of 3rd party
Reading buying signals
Apply different closing techniques in different situations