Seminar
Professional Selling Skills
How to get clients more interested in me? How to establish good communications with different customers? How to reflect the competitive edge of products? How can I persuade them to take my sales advices? These are the biggest concern of salesmen.
This course will help participants improve their communication skills, systematically handle the 6 key stages of the sales, and successfully establish the image of a professional salesman.
This course will help participants improve their communication skills, systematically handle the 6 key stages of the sales, and successfully establish the image of a professional salesman.
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
How to get clients more interested in me? How to establish good communications with different customers? How to reflect the competitive edge of products? How can I persuade them to take my sales advices? These are the biggest concern of salesmen.
This course will help participants improve their communication skills, systematically handle the 6 key stages of the sales, and successfully establish the image of a professional salesman.
This course will help participants improve their communication skills, systematically handle the 6 key stages of the sales, and successfully establish the image of a professional salesman.
Attendees
* First-line sales representatives, sales engineers, project salesmen, sales supervisors and sales managers
01
Preparation before seminar
02
Outlines
1. Duties and roles of sales staff
* Success or failure of your company depends on
- What you sell everyday
- Customer expectations
- Comparison between professional and non-professional sales person
- 7 tasks and professional behaviour norms
* Developing and managing customers
- SWOT analysis: avoiding risks and seizing opportunities
- Analyzing competitors
- Looking for ideal target clients
- Understanding your products
- Customer motivations, needs and decision-making process during purchasing
2. Exploiting communication and negotiation skills
* Skills of communicating with customers
- Three obstacles in communication process
- Effective listening, expression and questioning
- Understanding F-O-S
* Competence in negotiation
- Objectives of negotiation
- 6 steps of negotiation
- Results of negotiation
- Ten easy-made mistakes in a negotiation
3. Stages of sales
* Preparation for a visit
* Getting in touch: the 4*20 principles
* Understanding
* Persuading
* Deciding: recognizing green light signals
* Consolidaing: relationship with customers
4. Making progress in selling
* Success or failure of your company depends on
- What you sell everyday
- Customer expectations
- Comparison between professional and non-professional sales person
- 7 tasks and professional behaviour norms
* Developing and managing customers
- SWOT analysis: avoiding risks and seizing opportunities
- Analyzing competitors
- Looking for ideal target clients
- Understanding your products
- Customer motivations, needs and decision-making process during purchasing
2. Exploiting communication and negotiation skills
* Skills of communicating with customers
- Three obstacles in communication process
- Effective listening, expression and questioning
- Understanding F-O-S
* Competence in negotiation
- Objectives of negotiation
- 6 steps of negotiation
- Results of negotiation
- Ten easy-made mistakes in a negotiation
3. Stages of sales
* Preparation for a visit
* Getting in touch: the 4*20 principles
* Understanding
* Persuading
* Deciding: recognizing green light signals
* Consolidaing: relationship with customers
4. Making progress in selling
03
Follow-up after seminar
Objectives
Schedules
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Seminar Inquiry
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