Consultative sales process for business

2014

Consultative Sales Process for Business

What differentiates great sales people from the average? This course focuses on two competences: skills for creating trust and the proper understanding of customer needs. If these skills are mastered, success is guaranteed.

I-Dare for Sustainable Development Amman â&#x20AC;&#x201C; Shmesani | Queen Noor St. | Housing Bank Complex| Ground floor team@i-dare.org 630063622269+

Principles of Sales (Sales Attitude)

2 Days

Mastering sales by knowing who are your customers/clients and how they are perceiving you as a salesman  The reasons and motives behind a purchase  The difference between traditional and consultative sales  The three principal pillars of sales (T-N-BP)  How customer trust is generated and how it effects the long term relationship with a client  The Moments of Truth theory and beyond  The Situational Sales framework  How after sales, service or complaints situations can be turned to new sales opportunities  Designing the applicable sales process in your company’s situation

It is fun, informative & highly interactive workshop

Consultative Sales Process 3 Days

What differentiates great sales people from the average? This course focuses on two competences: skills for creating trust and the proper understanding of customer needs. If these skills are mastered, success is guaranteed.

 The Consultative Sales Process  Phases of the process, and the ideal behavior of a sales person  Conscious preparation for the sales encounter: building credibility and trust even before the meeting  Overview – a communication technique to ensure that the client is motivated to walk through the sales process  What are the motives of purchase and how to discover them?  Presenting personalized benefits of the client’s products  Removing sales barriers: handling objections and concerns  Closing the deal and follow-up tasks

It is fun, informative & highly interactive workshop

Transactional Cross-Selling

1 Days

How to turn data generated from your customer service management department into sales. It is all about data mining and knowing very well who are your customers and how to meet and exceed their needs and expectations

 Get to know the winning sales methods and communication techniques from the customer’ point of view.  How to builds a solid logical process of communication and to create a desire by your client/customer to purchase a new product or service.

It is fun, informative & highly interactive workshop

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