Why Attend This Training Course?

Tapping into several proven strategic sales training tools, processes and systems, this training course will equip your sales reps with the ability to sell effectively in the contemporary business world. As they will be able to adopt strategic thinking and sell based on value, they will master building trust, sharing knowledge, and ultimately creating memorable experiences in every interaction with their clients and partners, closing and handle large business accounts with confidence and competence! 

What Is The Training Course Methodology?

This training course methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets. 

Who Should Attend This Training Course?

This training course is designed for Sales professionals, sales managers, entrepreneurs or small business owners who want to boost their sales and improve their selling skills, as well as Salespeople and account managers who are handling large business accounts.

What Are The Training Course Objectives?

• Understand the difference between B2C and B2B selling

• Discover what sets best sales reps apart in a complex sales environment

• Learn what a buying centre is and ways to penetrate a large business account

• Understand why customers buy and the science of value selling

• Differentiate yourself from the competition and distinguished as the apparent logical choice

• Identify 3 key roles you need to perform effectively as a sales professional

What Is The Training Course Curriculum?

Understanding the Value Exchange Concept

• Identifying what exactly your clients/customers value and their perception of value

• Positioning your value offer

• Communicating value to your clients/customers

Identifying your USP

• Identifying key strengths that differentiate you from your competitors

• Communicating your USP to influence buyer behaviour

• Identifying any limitability of your USP

Lead Generation

• Understanding where your leads come from and segmentation methods

• The metrics that should be applied to weight your leads

• Getting referrals from existing loyal clients/customers

Questioning Skills

• Understanding question based selling techniques

• Understanding active listening and the laddering technique

• Tailoring the message to fit the clients/customers needs

Communication Techniques

• Communicating with different personalities, generations and demographics

• Communicating a track record to build trust

• Communicating value to your clients/customers

Telephone Business to Business Sales

• Differentiating your offering over the phone

• The importance of follow up

• Metrics of a good sales call

Email & Proposal Writing

• Writing tips to grab attention

• Removing excess blockage from written communication

• Tailoring your message and identifying common grammatical mistakes

Buyer Behaviour

• Understanding your clients/customers decision making process

• Understanding the psychology of why your clients/customers buy

• Hedonistic purchasing or fear avoidance purchasing

Negotiating Skills

• Planning and preparing for your negotiation

• Inventing win-win outcomes even if it seems impossible

• Peppering in tradeables instead of concessions

Building Trust with Clients/Customers

• Understanding the 4 biggest drivers of trust

• Dangers of over-promising and under delivering

• Building trust with the clients/customers experience