High Impact Selling Skills
High Impact Selling Skills Sales Growth  Soft Skills Selangor, Malaysia, Kuala Lumpur (KL), Shah Alam Training, Workshop | Iconic Training Solutions Sdn Bhd

HIGH IMPACT SELLING SKILLS
Duration: 2 Days

Introduction
Today's marketplace is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you position the features and benefits of the products and services you represent in such a way that the customer will view you as a preferred choice?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing youu with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills focuses on the following areas:

  • Active listening
  • Communication
  • Creativity
  • Discovery questioning
  • Worldview
Benefits
  • Close the sale with minimum effort and maximum results in revenue and profitability
  • Create a loyal relationship between the customer and your company's brand and what it represents
  • Maximize the effectiveness of every customer interaction
  • Sell almost anything to almost anyone, every time
  • Use various selling strategies to develop winning solutions for your customers
Key Content

MODULE 1: OVERVIEW
  • Context setting
  • What is selling
  • Getting from selling to buying
  • Frameworks and acronyms in sales terminology
  • Habits of a successful sales professional
MODULE 2: ENGAGEMENT RULES 
  • Building credibility
  • The 4 Customer Behavioral Styles
  • Identifying your personal style
  • Developing your style towards effective selling
  • Shifting into positive action
MODULE 3: BEING EFFECTIVE IN CUSTOMER - CENTERED SELLING 
  • Applying learning in selling to different buyers
  • What customers say and do and what is important to them
  • What we do more of when selling to different buyers
  • What we avoid doing when selling to different buyers
  • World cafe: Revealing our blind spots
MODULE 4: THE SELLING PROCESS
  • Identifying types of selling
  • Basic selling
  • Consultative selling
  • Introduction to the selling process
  • The 4-stage selling model
MODULE 5: PROSPECTING
  • Definition of prospecting
  • Prospecting methods
  • Qualifying the prospect using MAN
  • The 3 'Go/NoGo' filters
  • Methods of approaching the call
MODULE 6: PRESENTING
  • Content prioritization
  • The 3-Act Structure Model
  • OPENINGS
  • The 3 Vs in presentation
  • Closing to close the sales
MODULE 7: OBJECTION HANDLING
  • Hidden objections
  • Stalling objections
  • No-Need objections
  • Money objections
  • Product objections
  • Source objections
MODULE 8: CLOSING THE SALES
  • The ABCs of closing
  • Buying signals
  • 10 closing techniques
  • Agree the agreement
  • What's next after the close?

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