Course Objectives:
- To train, review and refine the Participants selling skills to fit with the requirements of the current business situations and the most recent developments in sales techniques.
- To enhance the participants` effectiveness in conducting the sales jobs by providing practical training and practice on the "Consultative selling process"; and the concepts and techniques involved in this process.
Training Content:
- Principles of sales.
- Determining customers` needs and buying motives.
- Case Studies: salespeople role and common values – Exceeding customers` expectations – determining features and benefits.
- The consultative selling process.
- Adjusting communication style and behavior to suit different types of customers.
- Handling difficult types of customers.
- Communication skills and its application in the "Consultative selling process".
- Utilizing communication skills to uncover and understand customer needs.
- Case Studies: Applying the consultative selling process – Applying communication skills to understand customers` needs and requirements.
- Customer - personalized product presentations.
- Closing the sales.
- Case Studies: Conducting customer-personalized product presentations.
- Handling customers objections.
- Role Play: Applying the handling objections technique.
Who Should Attend?
Salespeople in different levels who interact directly or indirectly with customers; and who seek to maximize the results that they achieve with their customers by improving their personal skills and competencies.
Program Duration
The course is carried out in four training days
Copyright © Rawafid 2009