Successful Selling Skills

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يرجى النقر لعرض مخطط الدورة العربية

SCHEDULE

May 5 to May 7 Dubai, United Arab Emirates Register
June 2 to June 4 Abu Dhabi, United Arab Emirates Register
August 25 to August 27 Dubai, United Arab Emirates Register
September 22 to September 24 Abu Dhabi, United Arab Emirates Register
November 12 to November 14 Dubai, United Arab Emirates Register
December 29 to December 31 Abu Dhabi, United Arab Emirates Register

Overview

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 demonstrating value to your customers, with the techniques to do so effectively.

Objectives

  • Understand the sales process, sales culture and terminology
  • Discover what makes sales different to other environments
  • Explore the customers buying process and know their specific needs and expectations
  • Identify the reasons why you lose customers and how to avoid them
  • Analyse the importance of dealing with your customers uniquely; not painting everyone with the same brush
  • Understanding customer segmentation
  • Understand the needs of different types of buyers in order to offer something each person recognises as valuable
  • Examine the importance of knowing your competition
  • Construct effective questions to use during a sales meeting
  • Analyse the importance of clear communication when dealing with customers
  • Practice listening skills to understand clients’ needs instead of simply pitching services
  • Explore techniques on how to avoid and overcome customer objections in order to gain commitment to the next step
  • Learn how to close a sale effectively

Course content

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

Day one

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
  • Persuading 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

Day Two

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 and presentation skills
  • Communication between the buyer and seller
  • Presentation skills
  • Asking the right questions
  • Active listening
  • Relating to customers
  • Maintaining attention
  • Questioning techniques

Day Three

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?
  • Negotiation styles
  • 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
    • Assessments

 

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Abu Dhabi

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

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE

Dubai

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

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE