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Training Outline

Part 1: Interactive Sales Communication
Probe | Listen | Empathize | Articulate

Module 1: Probing Skills
The art of asking the right questions to identify and understand underlying customer issues
Probing beyond the obvious
Activity – Paper Tearing
Activity – 20 Questions

Module 2: Empathy – Video presentation
Understanding customer’s perspective, emotions, wants and needs
Learning to use empathic dialogue to develop trust

Module 3 : Active Listening
This activity is designed to help participants understand from within, the importance of listening effectively and improving in this area.  
(Activity-The Diagram)
Developing an active listening dialogue

Module 4: Articulation
A. Articulate Speaking
Communicating through phone
Articulate speaking
Mastering and Applying Voice Characteristics
Tone, Pitch, Rate of Speech and Volume
(Activity-The Blindfold)

Module 4: Articulation
B. Persuasive Body Language for face to face selling
Slide presentation: Body Language Impact & Strategy
Exercise: Synchrony vs Dyssemia
.................................................................................................

Part 2: Key Skills in Selling
Persuasiveness | Negotiation | Objections | Closing

Module 5: Persuasiveness – The Power to Convince
VIDEO: The key to Persuasiveness
6 Emotional Factors that influence us to say “YES!”
Group Exercise: Develop benefit statements to use during sales presentations that incorporate the 6 Emotional Persuasion Factors

Module 6: Handling objections & Closing the sale
VIDEO: 9 Common Objections
VIDEO: 'I want to think about it.' 'I want to think it over.'
Strategizing & writing responses to objections

Module 7: Sales Negotiation Techniques & Scenarios
Identify and overcome personal negotiation weaknesses
Handling deals that are stuck
Learn the value of mutually beneficial negotiations

Role play: Sales negotiation by selected participants according to time availability. The trainer shall provide critique and encouragement.
Program overview
Sales professionals are a unique breed that has to be thick skinned to deal with cold calling objections and sales rejections. They need amazing self-discipline, self-motivation and resilience to keep moving forward through the smoke screen of objections to find appointments & sales day in and day out. They need to be professional listeners and eloquent speakers. They realize that they can only survive in this high pressure environment if they begin to look at the world through their customers’ perspective and act accordingly. They employ proven rapport building techniques to gain trust and prosper. They are masters at the ability to create pictures in the prospect’s mind through what they say and how they say it. To top it all off, they require razor sharp consultative selling skills to solve customer problems through offering the most beneficial solutions.

Training objectives:
Establish and maintain long term and profitable relationships with both existing and prospective clients
Up-sell and Cross Sell other products
Improve questioning and listening skills
Identify customer’s real emotions, needs and match with appropriate benefits.
Sharpen their closing skills in order to clinch the sale.
Handle objections effectively and treat them as new opportunities
Build better relationships with difficult prospects using empathy
Seek buying signals and act accordingly
Get past the 1st 20 seconds of a cold call with confidence & skill
Acquire new appointments through cold-calling
Experience substantial increase in New Sales

Who should attend
This program is prepared for sales representatives and their supervisors.





Training & Testimonial Videos
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Testimonial from zameen com
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OUR VISION
Facilitating Customer Delight through Professionalism in Human Capital Development

OUR MISSION
To provide leading edge customized training solutions in each campaign
To develop an experienced team of consultants with impeccable knowledge and experience in their relevant areas of expertise

OUR VALUES
Honesty, Integrity, Sincerity

Our Expert Trainers
Our trainers are PSMB Certified. They possess vast relevant experience in their own specific fields as practitioners and trainers. Each comes with an impressive list of clients whom they have personally rendered their training services to. Trainer profiles are attached with each training proposal sent to clients.
corporate training in malaysia

Shahrukh Moghal - Managing Consultant
Quality Input Resources Sdn Bhd
Unit 13-G, Jalan OP 1/2,
1 Puchong Business Park, 47160,
Puchong, Selangor, Malaysia.
M: 0123278240 Email: shahrukh@contactskills.com
web: www.contactskills.com
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