Customer Focus Selling Skills

1: ROLES OF SALESPERSONS

  * Market Conditions and Challenges;

  * Building Competitiveness Factors;

  * The Selling Challenges;

  * The Role of Salesperson;

  * The Persuasive  Selling Process;

2: PROSPECTING AND CONTACTING

  * The Prospecting Funnel;

  * The Power of Referrals;

  * Qualification and Sales Strategy;

  * Initial Contact; Introduction Letter;

  * Initial Contact: Phone Call;

  * Cold Calling;

  * Choosing Methods of Contact;

  * Tips for Telephone Appointment.

3: PLANNING THE SALES

  * Planning the Sales;

  * Anticipating the Customer’s Needs;

  * Qualifying the Sales;

  * Developing Relationship with prospect.

  * Gathering Information;

  * The Information Gathering “Funnel”;

GROUP DISCUSSION: PREPARING PRODUCT BENEFIT

INDIVIDUAL PRESENTATION AND FEEDBACK

Each participant  will be asked to presents the benefits of each products using OHP and or LCD presentation tools. Instructor and the participants will give their opinion and feedbacks.

4: PRESENTING SOLUTION AND CLOSING THE SALES

  * Presenting Solution;

  * Deciding on the Value-added Solution;

  * Checking for Viable Solution;

  * Developing the Presentation Strategy;

  * Written Proposals;

  * Gaining Customer’s Commitment (Closing the Sales);

  * Buying Signals;

  * Action – Keeping the Commitments;

5: WORKING WITH OBSTACLES AND HANDLING COMPLAINTS

  * Working with Obstacles;

  * Customer Obstacles;

  * Types of Obstacles;

  * Dealing with Obstacles;

  * Tips in Handling Complaints

INDIVIDUAL ROLE-PLAY: GATHERING INFORMATION AND SELLING TECHNIQUES

6: COACHING AND MENTORING

  * Introduction to coaching;

  * What is coaching, counseling, and mentoring;

  * How to determine if coaching is needed;

  * Coaching model;

  * Feedback exercise; performance feedback tips;

  * Steps for conducting formal observation;

  * Coaching response exercise;

  * Review of handling difficult employees;

  * Effective mentoring techniques