Thread Started by #yellow box

Hi Folks,
I have to organize a training workshop for sales professionals across all industries, which topics do you think we should include so that we can carry it on for 2 days 5hrs/day. Kindly reply as the matter is most urgent, i would also request inputs from sales and marketing professionals as what they would require.
Thanks and regards,
4th November 2009 From India, Pune
Dear Yellow Box,

The sales process remains the same, however it has to be customised to the industry.

A 2 day program can include:

 INTRODUCTION

 EXPECTATIONS AND OBJECTIVE SETTING

 PRE-TRAINING ROLE PLAYS

 ROLE CLARIFICATION EXERCISE

 UNDERSTANDING THE ROLE OF A SALES CONSULTANT

 MAIN JOB PURPOSE

 KEY ACCOUNTABILITIES

 PROFILE / QUALITIES

 CONCEPT OF MOMENT OF TRUTH

 IDENTIFYING CURRENT MOT’S

 EXCEEDING CURRENT MOT’S

 PIT FALLS IN MOT’S

 UNDERSTANDING INDIVIDUAL SELLING STYLES

 IMPLICATIONS OF THE STYLE

 ADAPTABILITY

 USE OF EACH STYLE

 UNDERSTANDING CUSTOMER TYPE

 WAYS TO ADAPT TO THEM

 APPROACHING PROSPECTS (THE PROCESS)

Step 1: The Approach and Greeting

• First impressions and personal appearance

• Having a friendly and cheerful disposition

• Fixing an Appointment and gaining commitment

Step 2: The Qualification

• Questioning/Probing to discover the customer's real needs and wants

Step 3: The Demonstration

• Establishing Trust

• Establishing Value

• Creating Excitement and Desire

• Offering Solutions

• Demonstrating FEATURES and BENEFITS

• Involving the customer

• Offering alternatives

Step 4: Handling Objections

• Handling THREE types of objections

• Identifying the customer's true objection

• Anticipating objections

Step 5: Closing the Sale

• Recognising buying signals

• Using closing techniques

• Generating additional sales:

- Add-on selling

- Up-selling

- Cross-selling

• Reassuring and farewelling the customer

 ROLE PLAYS

 EFFECTIVE FOLLOW-UPS FOR BUILDING AND SUSTAINING RELATIONSHIPS

 FEEDBACK AND CLOSE

Enjoy....
4th November 2009 From United Arab Emirates, Dubai
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