Welcome to our Impactful Emotional Selling training page :
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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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
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Who should attend
This program is prepared for sales representatives, their supervisors and managers.
Methodology
This programme employs adult learning techniques which include fun active learning strategies to facilitate understanding and retention. Participants will spend 80% of the time in individual or group activities which allow them to learn, develop and practice. A workbook is used to facilitate the programme.
Structured Experiential Learning Exercises, Super Learning Environment, Role Plays, Games & Simulation & Performance Coaching, Team Presentations.
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Understanding the team’s sales challenges
Group discussion
Identifying & responding to various prospect behaviours
Strategy discussion
The talkative prospect
The observer
The passive prospect
The difficult or sarcastic prospect…and more
Engaging Communication Flow during sales meetings / presentations
Active Listening, Probing, Empathy, Articulation
The L.I.S.T process (Acknowledge, empathize, probe, recommend, sell)
Group activity: The diagram
The art & science of persuasion
Engaging and convincing prospects
Engaging the prospect’s left & right brain
Emotional persuasion using empathy
Triggering desired audience emotions using power words to create positive mental pictures.
Example case – A low impact dull sales presentation
Example case - A dynamic, interesting & winning sales presentation
Building awareness of challenges customers face without our product
Making a list of the challenges
Strategizing solutions to those challenges using product benefits & features
Communicating solutions using empathy with customers
Structure of a persuasive sales presentation
Short slide presentation: From Challenges to Solutions
Opening, selling & cross-selling attempts, closing, handling objections, gaining commitment
An impactful & persuasive sample sales presentation
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Presentation structure – The opening
Impactful opening statement – Getting them interested
Group activity – Developing an opening statement
Presentation structure – The selling attempts
Interest has been generated through the impactful opening – Now what?
Asking questions related to customer challenges
Understanding and identifying cross-selling opportunities within customer responses to questions
Communicating solutions to the challenge using relevant benefits and features that focus on each specific challenge
Persuasive & descriptive benefit statements
Testing the impact of your solution and keeping them engaged
Group activity – Developing questions, benefit statements and impact-testing statements for each selling attempt (Minimum of 3 attempts to sell)
Presentation structure – Closing & gaining commitment
Testing the water and closing question
Handling objections
The Feel, Felt, Found method
Objection handling rebuttal statements & questions using empathic persuasion
Acknowledge, Empathize, Give example, Solution found, cross-sell (if opportunity)
Testing the impact of our objection handling rebuttal in the customer’s mind
Group activity – Listing all anticipated customer objections
Group activity - Developing rebuttals for top 5 objections
Following up after sending a proposal
1st follow up – When and what to say?
Frequency – How often to follow-up
The 2nd and 3rd follow up email.
Group activity – Role play
The number of role plays depends upon available time left in the day.
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Shahrukh Moghal is a Certified Trainer by PSMB Pembangunan Sumber Manusia Berhad Certificate EMP 1654 He has over 20 years of experience in call centre training and training coordination He conducts Certified Contact Centre Professional program subsidised by HRDF under its Graduates ENhancEment pRogrAmme for Employability (scheme for fresh graduates Shahrukh is actively involved in developing agent and team leader skills in in the contact centre environment To date, he has helped close to 90 large contact centres upgrade the skills of their telesales, customer service and debt collection agents and team leaders.
Shahrukh is the man behind The PLEASE! ™and LEAP! ™Workshops which train frontliners to implement winning Customer Interaction Tools such as to Probe, Listen, Empathize and Articulate Especially in Contact centre customer service, Face to face customer service, Telesales and Debt collection through phone.
His training style revolves around Concepts, Application, Reflection and most of all FUN!! His training sessions are filled with an air of positivity and motivation for the participants.
Shahrukh’s youtube channel including frontliner skills development modules is as follows:
https://www.youtube.com/user/shahtrainer/videos
To view TESTIMONIALS given by clients, please click here:
http://www.contactskills.com/testimonials.html
In depth and detailed profile is available upon request.
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