The sales professional is undergoing tremendous change. The increasing competition and sophistication of customers require professional salespeople to possess higher level of skills and competency. Understanding customer needs, industry changes and competitor strategies have become crucial in the process of selling to win over customers. This workshop provides the most up-to-date practices and case studies of how professional salespeople maintain their edge and increase their sales performance. It also provides lessons of the latest selling strategies, customer needs, motivation approaches to develop a successful sales team. It is a must for sales executives and managers who want to understand customers better, learn effective selling strategies, build a strong and motivated sales team and improve their sales performance.
Objectives
This dynamic and hands-on 2-day workshop will help those in sales to:
Develop effective selling skills
Handle difficult customers and win them over
Motivate the sales team
Achieve customer service excellence
Build relationship marketing skills
Monitor and measure customer satisfaction
Design a market intelligence system
Beating the competition in selling
Developing superior product knowledge
Benefits
This 2-day practical, intensive and comprehensive workshop will equip executives with the necessary skills, knowledge, tools and techniques to manage and sell more effectively. As effective sales professionals , some of the benefits you will acquire from this workshop include:
Understanding the changing needs of customers
Acquiring knowledge of the principles and practices of effective selling strategies
Applying tools and techniques of motivation to your sales people
Learning how to monitor and measure customer satisfaction
Developing a sound marketing intelligence system to monitor the market place
Achieving the latest techniques to beat the competition
Programme Outline
Day 1
Module 1: Introduction On Marketing & Selling
Marketing Versus Selling
The Role Of A Professional Salesperson
Understanding The Selling Process
The Profile Of The Top Salesman In The World
Video Presentation
Module 2: Developing Effective Selling Skills
Investigating Buying Motives
Understanding Buying Decisions
Developing Effective Relationship Marketing Skill
Effective Selling Strategies By World's Top Salesperson
Role Play: Managing The Difficult Customer
Module 3: Developing A Competent and Motivated Sales Team
Recruiting The Right Salespeople
Training The Sales Team
Building The Team Spirit
Case Study On Professional Selling
Day 2
Module 4: Motivating The Sales Team
Understand Motivation
Evaluating Sales Performance
Developing Effective Sales Compensation
Debate Session
Module 5: Achieving Customer Service Execellence
Customer Service Myopia
Understanding Customer Value
Monitoring and Measuring Customer Satisfaction
Games On Creative Problem Solving
Module 6: Understanding Competitors
Identifying Competitors
Analysing Strengths and Weaknesses Of Competitors
Assessing Competitor Strategies
Designing A Market Intelligence System
Note: This is an example only. All programmes will be specially customised to meet the unique needs of our clients
KL STRATEGIC CHANGE CONSULTING GROUP
1ST FLOOR, NO. 15 & 16, SEKSYEN 3, PEKAN BATU 11
JALAN BALAKONG, 43200 CHERAS, SELANGOR, MALAYSIA
| p: +603-9074-1129 | f: +603-9074-2667