Program Objectives:

By the end of the program, participants will be able to:

• Integrate consultative and value added selling into their professional practices.
• Understand the process and psychology of the sales cycle.
• Synchronize their selling cycle to the buying cycle of the customer.
• Manage the value of their customers.

 

This Program is designed for:

Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person. This program is worth 25 NASBA CPEs

Program Outline:

The Changing Business Environment Turbulent Times for Companies Evolution of Personal Selling Are We Selling Something or Helping the Customer Buy? Personal Selling Profile Preparation and Self Organization Personal Management Impact of Your Appearance Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques) The Sales Meeting Functions of the Sales Presentation Professional Skills The ASAP Formula (Art, Science, Agility, Performance) The 7-Step Sales Process Overcoming Objections Which Comprise 6 Major Factors: Need Features Company Price Time Competition Closing Techniques

Creating Rapport through Communication Purpose of Communication Elements of Communication with Others Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis) Managing the Customer Relationship Service Beliefs and Philosophy Basic Attributes of a Positive Attitude Value of Your Customer and How You Manage It Causes of Customer Attrition How to Respond to Different Buyers and Different Personalities