Professional selling skills

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

Ratings: 4.53 / 5.00




Description

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


What You Will Learn!

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

Who Should Attend!

  • Field salespeople
  • Business to business salespeople
  • Client relationship managers
  • Account managers
  • Business development managers
  • Commercial managers
  • Experienced salespeople who need a different perspective