Sales Skills & Strategy Training |
Sequus International Management: Consulting Education Development |
Content Outline The program is built around a model of selling skills that consists of a number of modules that can be neatly divided into five sections. The modules can be mixed and matched to meet client needs. Orientation introduces salespeople to the practice of seeing things from the buyer's point of view. The four phases of the sales process are introduced. The participants are introduced to a philosophy of selling and learn the self-management skills that are practiced by top performers. Connecting introduces the participants to the skills for overcoming the most difficult obstacle to selling - No Trust. Confirming involves recognizing the buyer's real motives for buying. Participants develop listening and questioning skills to conduct accurate needs analyses and overcome the obstacle of No Need. Suggesting involves the development of strategies for presenting comprehensive solutions to various kinds of buyers and how to ask for the order. This segment of the program helps salespeople overcome the obstacle of No Solution. Supporting involves learning how to support a buyer through the sometimes difficult process of making a buying decision and overcoming the obstacle of No Action. Training Modules Following are a list of modules that can be mixed and matched and tailored to meet the specific training needs. The course can extend from 1 to 4 days depending on the modules chosen and the number of skill practice sessions included. . Orientation . The Sales Process . The objective and skills required in the Connecting stage. . The objective and skills required in the Confirming stage. . The objective and skills required in the Suggesting stage. . The objective and skills required in the Supporting stage. . A Professional Sales Philosophy . Using the self management skills of self-talk, feeling neutral, visualization and acknowledging our strengths . Practicing the Law of the Invulnerable Self . Practicing the Law of Abundance . Practicing Win-Win problem solving . Practicing how to never fail, only learn and grow . Creating a list of objectives for developing these opportunities . Social Style . Understand salesperson - buyer dynamics . Identify the "buying style" of the prospect . Use the skills of "versatility" to tailor your approach to meet the needs of specific . . "buying styles" . Increase personal versatility . Time and Territory Management . Keeping important but not urgent tasks as a high priority . Plan to plan . Analyze objectives and action steps to identify problem areas . Modify action steps to achieve objectives . Rank action steps in order of priority . Plan how to maintain territory information . Responsibilities, Objectives and Indicators of the Sales Professional . Define your job responsibilities . Develop objectives for each responsibility area . Develop indicators for each objective . Develop action steps for each indicator . Prospecting . Define your target market and select potential clients. . Determine whether those potential clients are qualified prospects. . Identify natural markets. . Determine the person responsible for setting purchase policy with the prospective organization . Identify sources of referrals. . Perform the steps involved in a prospecting interview. . Connecting . The Opening Skill . Identify yourself, your organization, your product . Explain how the prospect may benefit from talking to you. . Tell why your calling . Get permission to proceed . Building Trust . Explain the role that connecting plays in the sales process . Use the empathy skill to build trust and relate with the prospect. . Use the empathy skill to build trust by answering the prospects unasked questions about propriety, commonality, competence and intent . Present yourself as a win-win salesperson by describing purpose, process and payoff . Confirming . Questioning . Practice questioning skills involving fact finding, feeling finding, open, closed, exploratory, direct, indirect, confirming, commitment and basic issue questions. . Recognize the three areas in which to ask questions . Make the key transitions in the questioning process . Strategize your questioning and summarize the information you gather. . Obtaining a Confirmation Statement . Explain the purpose of the confirming process . Practice the skills of selective, responsive and empathetic listening . Practice the skill of Sweet Silence . Practice the skill of obtaining a confirmation statement. . Understanding the Buyer . Differentiate between different types of buyers and their motives . Distinguish between different organizational decision-making processes. . Produce questions which uncover the decision-making process . Suggesting . Presenting . Explain the relationship between the prospects needs or problems and the solution /advantages/benefits of each of your recommendations . Formulate presentations using the solution-advantage-benefit format . Recognize buyer avoidance signals . Use key phrases (transition statements) in the presentation and closing steps . Introduce product benefits using third-part references. . Practice assuming the sale and asking for action . Asking for a Commitment . Explain why salespeople are often reluctant to ask the prospect for a commitment. . Describe and apply the strategies that can be used to combat this reluctance . Proposals . Differentiate between a simple and complex situation . Analyze the prospect's problem . Define a minimum, realistic and total solution . Develop a written proposal . Develop a cost justification . Supporting . Handling Objections . Explain and recognize the problems that prospects face when making buying decisions and how these often translate into objections. . Use the skill for dealing with objections . Develop the verbal skills involved in applying the "handling objections" skill. . Following Through . Explain the purpose of Following Through . Describe how to complete the sale . Describe how to conduct a follow-up call . Produce statements that inquire about referrals . Produce statements to handle a complaint call . Special Features A 300-page manual/workbook guides the participants through the program. The manual includes Planning Guides, Exercises and a thorough treatment of the course content. Video vignettes illustrate the right-way, wrong-way of performing the sales skills. Skill practice sessions tailored to meet specific needs. Evaluation Evaluation is done through frequent skill practice sessions. |
