"Aim to help our customers achieve the end result they need in whatever is the most effective way for them. "

- Anonymous

Sales Management

Quick Stats

Improved sales techniques will help you connect with your customers better.
Powerfully influence your audience and close the sale now and into the future.
A certification in Sales helps validate your knowledge in the areas of sales and/or marketing.

Benefits

Customer retention
Understand the importance of providing after-sales service to retain the customer
Effective sale pitches.
Deliver effective sales pitches.
Prepare for successful sales meeting
Examine the steps involved in preparing for a successful sales meeting.
End-to-end training
Receive an end to end training on the selling process.
Four-step framework
Prove and Test the four-step framework to establish the prospective customer’s profile, position yourself and your company.

Who Should Attend

  • Budding entrepreneurs
  • Sales Professionals
  • Management executives
  • Business professionals
  • Anyone seeking to improve their skills in sales management

Course Outcome

Upon completion of this course students will be able to
  • Examine the steps to prepare for a successful sales meeting with a prospective client.
  • Establish the need of a customer for the product as an explicit or implicit need.
  • Examine a buying decision from the customer’s viewpoint.
  • Segment the customer’s profile under one of three categories of buying ‘Psyche’.
  • Appreciate the importance of positioning in a successful sale.
  • Develop positioning stances.
  • Categorize the customer’s objection and prepare rebuttals accordingly.
  • Handle objections to your personal advantage.
  • Establish objectives and cues that will assist in leading to a sale closure.

Curriculum

  • Selling Skills
    • What is Selling
    • Models of Selling
    • The Selling Process
    • Identify
    • Connect
    • Need–Question Skills
    • Need–Listening Skills
    • Close
    • Service
  • Preparing for Successful Sales
    • Establishing a Customer Profile
    • Positioning
    • Handling Objections
    • Closing a Sale

 

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