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CLASSIC SERIES - 1

Essential Selling Skills

2
Days
Group
For Whom
  • Sales Engineers
  • Sales Executives with less than 4 years of experience
At the end of the programme the participant would have learnt
  • The Sales process of "DAPA" for B2B sales
  • How to have impactful sales conversations
  • Tangibilising and articulating the value proposition to the customer
  • Handling objections
D
Define the Customer's requirements of your product or service
A
Acceptance by the customer of his/her requirements
P
Prove that your product or service can fulfill the requirements
A
Acceptance of the proof by the customer
fast-forward-solid
BEFORE THE PROGRAMME A readout to get ready for the programme
AFTER THE PROGRAMME A 20 min ONE on ONE coaching
fast-forward-solid
Preparing for Sales Visits
  • Pre call Planning
  • Telephoning for appointments
  • Being prepared to handle initial resistance
Personal Presentation
  • Grooming and Etiquette
  • Social Courtesy
  • Use of Body language to demonstrate confidence
Identifying & Generating Needs
  • The art and science of probing
  • Listening
  • Conversation technique
  • Developing rapport
Presenting the Product and Solution
  • The Need-Feature-Benefit structure
  • Tangibilising benefit
  • Presenting impactfully
Handling Objections
  • How do we tend to handle objections
  • The 3 kinds of objections
  • The 6 step process of handling an objection
  • Believing in own price
  • Selling value vs price
Gaining Commitment
  • Establishing a logical close
  • Being assertive
  • Strengthening image and relationship
Conversation
"Selling is beautiful"