Sales Skills by Mind Merge, Inc.

A 2 Day Workshop

SALES SKILLS SELLING SMARTER! NOT HARDER!

MindMerge Training

Khobar Corniche • Block C • Floor 1 • Al-Khobar, Saudi Arabia. Tel. 03 896 1700 | Fax. 03 896 0450 | info@mindmergeinc.com

http://www.mindmergeinc.com

FOREWORD: It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want you to forget them once the sale is made. Two key objectives of this one day workshop are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.

Workshop at a Glance 〉 〉 〉 〉 〉 〉

What You Will Cover: Essential selling skills What is selling? Features and benefits Setting SMART goals Time management tips

〉 〉 〉 〉 〉

Customer service Types of selling Ten major mistakes Finding new clients Selling price

How You Will Benefit:

〉 Understand a wonderful paradox: helping other people get what they want gives us more of what we want. 〉 Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there. 〉 Recognize the difference between features and benefits of products and services. 〉 Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business. 〉 Use different types of selling for different situations. 〉 Identify ways to find new clients and network effectively.

YOUR COURSE LEADER Your course leader will be a certified professional who will deliver as per your expectations. A separate CV will be sent to you for your review and approval.

We can also arrange an interview with the trainer before he conducts the training program!

WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE

AGENDA | DAY ONE SECTION 1 | THE SALES PROCESS 1. The sales process

Participants think about the key stages in achieving a sale.

2. The buying process

Using personal experience of making a purchase, Participants identify the decision-making process that buyers go through.

3. Buying motives

Participants consider what motivates customers to buy.

4. The ideal salesperson

By drawing a picture, groups of participants consider the attributes of good salespeople.

5. Experiencing poor selling

Participants reflect on poor selling and how to avoid the pitfalls.

6. Prospecting

Participants list ways of finding potential new customers.

7. Lead generation

Participants think of ways of finding new business from existing customers.

8. Decision makers

Participants consider the importance of speaking to the people who have the power to make buying decisions

9. Getting appointments

In groups, participants explore ways of getting prospective customers to agree to an appointment.

10. Getting past the gatekeeper

Participants consider creative and practical ways of getting to speak to the person they want.

11. Prepare yourself

Participants get into the right frame of mind for successful selling.

12. Know your product

In groups, participants establish the need for accurate and in-depth product knowledge.

13. Product comparisons

Participants compare their products and services with those of their competitors.

14. Know your customer

Participants consider the advantages of knowing as much about their customer as possible.

15. Know the enemy

Participants discuss their understanding of what they need to know about their competitors.

WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE 16. Features and benefits Participants learn to differentiate between the features of a product and the benefits that it brings to a customer. 17. Unique selling points In groups, participants define the unique selling points (USPs) of their products. 18. Diary management Participants consider the ways of prioritizing calls and appointments. 19. Key customers Participants discuss the concept of key customers and how to keep and develop them. 20. Follow-ups Participants consider ways and benefits of following up on customer enquiries. 21. Successful outcomes Participants recognize the different ways of assessing the success of a sales interview.

22. ‘Mystery shop’ ourselves

Participants rate their sales processes against ‘best practice’.

AGENDA | DAY TWO Section two Sales skills 23. Rate the skills

Groups of participants consider the skills and competencies of good salespeople.

24. Skill swap

Pairs of participants share sales skills by taking advice from a skilled colleague.

25. Questions, questions

Participants establish the need to ask good questions and the skill of asking them, in a sales conversation.

26. Nothing but question

Participants practise the skill of asking questions by taking part in conversations of questions only.

27. The killer question

Participants recall or invent powerful questions that will lead to better results.

28. Listen to me

Participants learn to appreciate the need to listen carefully to customers.

29. Active listening

Participants experience the benefits and skills of active listening.

30. Barriers to listening

Participants look at understanding and overcoming the things that get in the way of good listening.

31. Rapport

Working in pairs, participants examine ways of building a positive rapport with their customers.

32. Connect to the customer

Participants are introduced to the concept of visual, auditory and kinaesthetic preferences.

WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE WORKSHOP OUTLINE

33. Getting visual

Participants learn to identify ‘visual customers’, and how to appeal to them.

34. Getting auditory

Participants learn to identify ‘auditory customers’, and how to appeal to them.

35. Getting kinaesthetic

Participants consider ways of appealing to customers who have a kinaesthetic preference.

36. Body language

Participants demonstrate an awareness of the need for positive body language.

37. Positive language

Participants consider the effects of using positive language in their dealings with customers.

38. Being ‘bilingual’

Groups of participants discuss the importance of ‘speaking the customer’s language’ (jargon, buzz *words, and so on).

39. ‘Yes’ sets

Participants discuss ways of getting the customer into a positive frame of mind.

40. Letters that sell

Participants learn how to write compelling letters or other copy that will help to make a sale.

41. Uncovering needs

Participants explore the skill of asking questions to uncover needs.

42. Applying benefits

Participants learn how to talk about benefits rather than about features, to satisfy customer needs.

43. Buying signals

Participants identify the signals that the customer may be ready to buy.

44. Ask for the business

Participants look at ways of closing the sale and asking customers for their business.

45. Handling objections

Participants practice the skills of overcoming some of the common reasons that customers give for not buying.

46. Cross-selling

Participants identify opportunities for cross-selling and up-selling when making a sale.

47. Package selling

Participants are introduced to the concept of offering a product or service

48. Customers to clients

Participants consider ways of converting one-off customers into lifelong clients.

49. Customer feedback

Participants plan how to get feedback from customers.

50. Observed feedback

Sales Skills

TRAINING COST

Payment Options: Checks made in favor of "Al Rammah International Co."

SAR. 1,800.00 / Candidate

B2B / Wire Transfer Bank Name: Riyad Bank Branch: Riyadh Branch Account Number: 2180447989901

Min participants per batch: 15

All major credit cards are accepted

Duration: 2 Days (9:00 am – 5:00 pm)

What’s included? • • • • • •

Instruction by an expert and a certified trainer Live interactive classes Pre- Training Assignment Specialized manual and course materials Personalized certificate of completion Post Training Report

Quality Guarantee

All of our courses are subject to evaluation by participants to ensure 100% customer satisfaction and to assist us in continually updating and improving the course content. If any of our courses fails to fulfill your requirements we will happily offer you a complimentary place on another course.

Mind Merge, Inc. Mousa Center, Block C, Floor 1 Khobar Corniche, Saudi Arabia Tel. +966 3 896 1700 Fax. +966 3 896 0450 Email. info@mindmergeinc.com http://www.mindmergeinc.com

Proposal submitted by:

Tayyab Qureshi, CM | Director Business Development

Cell. +966 55 2545 691 | Tel. +966 3 896 1700 | Fax. +966 3 896 0450