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Professional Selling Strategies

Program Objectives:

By the end of the program, participants will be able to:

  • Respond to customer needs in order to adapt their selling approach to those needs.
  • Provide advanced selling knowledge and skills for dealing with customer objections and closing the deal.
  • Gain awareness of professional behavior during all phases of the sales call.
  • Explain how to develop a long-term relationship and partnership with their customers

    • This Program is designed for:

    All senior sales representatives and professionals, key account sales staff and sales managers and supervisors.

    Program Outline:

    Targeting Your Market The Art of Negotiations
  • Competitive Analysis
  • Market Segmentation
  • Product Positioning
  • SWOT Analysis
  • The 5 Negotiating Styles
  • Barriers to Successful Negotiation
  • The Dos and Don'ts of Negotiation
    • The New Selling Process Building a Long-Term Relationship
    with Customers
  • Stages in the Selling Process
  • The New Selling Process
  • Recent Trends in Personal Selling:
    • o Relationship Selling
    o Consultative Selling
    o Team Selling
    o Sales Force Automation
  • The Sales Competency Model
  • Dealing with Difficult Personalities
    • o Understanding Clients
    o Examples of Difficult Behaviors
  • Definitions of Customer Service
  • Elements of Customer Relationships
  • List of Critical Variables
  • The Four Trust Builders
  • 7 Things Every Salesperson Needs to Know
    •  

    Pre-requisites

    None:
    Duration : 4 days

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