WHY SALES TRAINING?




SHARPEN YOUR SKILLS

Lean and apply proven sales techniques, behaviour and attitude. Basically know what to say, how to say and when to say it during a sales meeting or call


CLOSE MORE SALES

You never have to worry about your ability to reach your sales targets. Be a part of your company's financial success by learning to convince people


GROW MORE REVENUE

More sales mean more money in your pocket in higher salaries and commissions. Find yourself at the top of the sales charts as the highest revenue generator


SALES EXECUTIVE DEVELOPMENT



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.

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TRAINING OBJECTIVES


Program 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 designed for sales representatives and their supervisors.




TRAINING CONTENT - DAY 1




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)

Part 2: Key Skills in Selling

Persuasiveness | Negotiation | Objections | Closing



TRAINING CONTENT - DAY 2


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.

 





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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