Successful Selling Skills

SCHEDULE

December 03 to December 05 Dubai, United Arab Emirates Register

COURSE AIMS

Having an excellent product or being an expert in your field, doesn’t guarantee that you will achieve success or respect in the business world. Now, more than ever you must be skillful at maintaining the relationships that make business work.

Equip your customer facing staff from sales to business development or any other role that requires they demonstrate value to your customers, with the techniques to do so effectively.

WHO WILL BENEFIT FROM THE COURSE?

Sales and Business Development professionals who would like to gain or build on existing sales skills, have better understanding of their client base and how both new and existing clients can be developed.

WHAT WILL YOU GAIN FROM THIS COURSE?

  • Explain and demonstrate the sales process
  • Understand your market
  • Discover what makes sales different to other environments
  • Explore the customers buying process
  • Know why you lose customers
  • Treat customers uniquely; not painting everyone with the same brush
  • Know your client’s needs and expectations
  • Understanding customer segmentation
  • Learn how to approach customers
  • Construct effective questions to use during a sales meeting and actively listen to your customers responses
  • Discuss the importance of communication when dealing with customers
  • Learn how to employ listening skills to understand clients’ needs instead of simply pitching services
  • Understand the needs of different types of buyers in order to offer something each person recognises as valuable
  • Demonstrate how to avoid and overcome customer objections in order to gain commitment to the next step
  • Detail how to close a sale effectively

SAMPLE COURSE CONTENT

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

Introduction to Selling
  • What Selling Really Is?
  • The Sales Process
  • Sales Culture and Terminology
Focusing on the Sale
  • Roles and Responsibilities of a Sales Person
  • Necessary Qualities of the Salesperson
  • Learning How to Persuade People to Buy
  • The Importance of Focusing on the Sale
  • The Common Errors a Salesperson can Make
  • Features, Advantages, and Benefits
Who is Your Competition?
  • Who are Your Competitors?
  • Finding Out About the Competition
  • Doing the Necessary ‘Leg Work’
  • Prevention is Better than a Cure
Planning Your ‘Sale’
  • Time and Territory Management
  • Achieving and Meeting Targets through Time Management
  • Managing Your Time with ‘Speed Reading’ and ‘Proof Reading’
Conducting Initial Appointments and Reading Body Language
  • The Effectiveness of Your Initial Sales Call
  • Customising the Sales Call Approach
  • Approaching Customers
  • Different Types of Greetings
  • Making a ‘Lasting’ First Impression
  • Developing Active Listening Skills
  • Interpreting and Responding to Non-Verbal Cues
  • Posture and Mannerisms Affect Your Image
Communication
  • Communication Between the Buyer and Seller
  • Asking the Right Questions
  • Active Listening
  • Relating to Customers
  • Maintaining Attention
  • Questioning Techniques
Objections
  • What are Objections?
  • Types of Objections
  • How to Determine if an Objection is Real
  • Handling Objections
  • Identifying the Customer’s True Objection
  • Anticipating Objections
Closing Using Negotiation Techniques and Tactics
  • Effective Closing Techniques
  • Why People Negotiate and
  • Negotiation Style
  • Negotiation Tactics Used by the Experts
Closing
  • Closing the Sale
  • Recognising Buying Signals
  • Generating Additional Sales
  • Add-On Selling
  • Up-Selling
  • Cross-Selling
  • Re-Assuring the Customer

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

  • Group discussion
  • Individual and syndicate activities
  • Individual and group tasks
  • Case studies
  • Role plays
  • Audio and video evaluation
  • Action planning
  • Experiential learning games
  • Presentations

callback request

Your Name

Contact Number

Company

Location

Email

How did you hear about us?


Follow us on:

Abu Dhabi

P.O. Box 44705, Abu Dhabi,
United Arab Emirates
Phone: +971 2 6740340
Fax: +971 2 6743554

Dubai

P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
Fax: +971 4 2566424