Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
In-House Training
Excellence in Training
MS03E
Selling For Results
A journey through consultative, trusted advisor selling approaches, tools and skills.
Overview Nowadays selling has been associated with pressure and persuasion, even intimidation. In many sectors, human interaction is still necessary - the giving of advice, the sharing of experience and knowledge and advising people which route to take for their best advantage. Sales people have to demonstrate added value, especially given that they are also an added cost. In a commercial world where differentiators and competitive advantage is more difficult than ever to achieve, the sales person has to be the differentiator. It is still as true as ever that “people buy from people� and this program delivers the knowledge, attitude, techniques, skills and behaviors that will make you the differentiator - the one who secures the deal!
Who Should Attend? People new to sales, under-graduates and graduates from business programs, junior, mid-level or senior sales people, account managers, key account managers and account directors, sales managers and sales directors will all benefit from this program.
Primary Objectives & Benefits This workshop will help participants to: 1. Apply the trust framework and learn how credibility, reliability, sincere curiosity and self-interest work together and against each other. 2. Demonstrate personal credibility and explain how credibility occurs through association, qualification, tenure and connection.
3. Apply the customer service excellence principles of SERVQUAL and RATER. 4. Adapt communication style to build rapport and accommodate different prospect, customer and client preferences.
5. Adopt a fully client-centric mindset as a default behavior. 6. Deliver a sales approach based on respect, integrity and transparency. 7. Understand why and how people buy things, the psychology of purchasing, convincer patterns and buying triggers.
Excellence in Training
MS03E
Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
Selling For Results
A journey through consultative, trusted advisor selling approaches, tools and skills.
Module 1 - Moments Of Truth (MOT) Analysis Inputs and outcomes in a typical sales cycle
Three typical journeys through a sales cycle Application of Moments of Truth Analysis
Best practice steps
Module 2 - Why People Buy INK Psychology - the 10 stages of purchasing
Convincer patterns, how we work with them Kolb's learning preferences
Buying triggers, decision making processes
The skills and behaviors
Beliefs, values, motivations and influencing
Module 3 - The RESPECT Sales Approach Everything we do to Build Rapport Everything we do to Explore and Understand Everything we do to Summarize
Module 4 - The RESPECT Sales Approach Continued Everything we do to Expand and Explain
Acknowledge, Position, Probe, Answer, Confirm (APPAC) approach
Everything we do to Present a solution
Everything we do to Close the deal
Need, Feature, Advantage, Benefit (NFAB)
Everything we do to Transact the business
model
Avoiding “buyer’s remorse”
Module 5 - “Let’s Get Real Or Let’s Not Play”
Module 6 - Key Principles Of This Program
The realities of sales people and customers
Key behaviors we can change for the better The ORDER model for transparency in sales
The practices of Helping Clients to Succeed How we behave at traffic lights!
The demand for SERVQUAL and RATER
Working with ‘The Trust Equation’ Internal vs customer facing culture, attitude
The Trusted Advisor Best Practice Charter The MBLSS assessment and action planning
Program Highlight Duration: 3 days Date: To be Agreed with the Client Organization
Timing: 8:30 am to 2:30 pm daily Venue: Suitable & fully equipped venue (to be provided by
Customer)
Language: English Material: Participants will be provided with high quality handouts Certificates: Certificates of Completion shall be provided to participants upon successful attendance of the training program Fees: Inclusive of facilitator’s fees, materials and certificates