Summary:

• Many salespeople are so busy trying to 'sell' their products and services that they miss entirely what the buyer really needs to improve their business, especially during these COVID-19 times.

• Most B2B sales are based on old paradigms that simply don't exist in today's buyer-savvy world.

• Our “Selling Skills” workshop re-addresses those old mindsets and introduces the salesperson to the 'solution-based processes of the new millennium.

After completing this course, you will be able to:

• Understand what is needed to have both the right skillset and mindset to sell.

• Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.

• Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.

• Understand the major behavioral styles & personality types and how to sell to each buyer type.

  
  

Participant:

• Field salespeople

• Business to business salespeople

• Client relationship managers

• Account managers

• Business development managers

• Commercial managers

• Experienced salespeople who need a different perspective

Course Content:

Section 1: Developing Personal Selling Philosophy

1. Lecture 1: Personal Selling

2. Lecture 2: The Marketing Concept

3. Lecture 3: Interrelationship of basic strategies

4. Lecture 4: Partnerships and Value creation

5. Lecture 5: Creating a value with relationship strategy

6. Lecture 6: Adapting & Enhancing Relationship strategy

7. Lecture 7: Adapting & Enhancing Relationship strategy

Section 2:  Communication Styles: A Key to Adaptive Selling

1. Lecture 1: Body language Appearance and etiquette effects

2. Lecture 2: Conversational strategies

3. Lecture 3: Communication Style A Key to Adaptive Selling

4. Lecture 4: Versatility through Style Flexing

5. Lecture 5: Ethics The Foundation for Relationships in Selling

   
   

Section 3:  Product Selling Strategies that Add Value

1. Lecture 1: Developing a Product Strategy - Part 1

2. Lecture 2: Developing a Product Strategy - Part 2

3. Lecture 3: Product Selling Strategies that Add Value

4. Lecture 4: Product Selling Model & Product Positioning

5. Lecture 5: Competitive Analysis

6. Lecture 6: low price tactics

7. Lecture 7: E-commerce and value added selling

8. Lecture 8: Developing & Qualifying Prospect Base - Part 1

9. Lecture 9: Developing & Qualifying Prospect Base - Part 2