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PR & Customer Service
Power Selling
REF: R5023 DATES: 25 - 29 Mar 2018 VENUE: Muscat (Oman) FEE: 2500 €
Overview:
Program Objectives:
By the end of the program, participants will be able to:
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Identify the behaviors and skills of a successful sales professional.
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Describe different types of selling models.
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Understand prospecting and be able to conduct a powerful sales call.
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Use a customer centered selling approach to provide value.
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Choose a closing technique to earn the business.
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Manage the customer relationship on an ongoing basis.
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Develop an action plan to apply new skills
Program Outline:
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Selling Skills Assessment
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Sales Competency Model
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Behaviors, Characteristics and Skills of a Successful Salesperson
Types of Selling
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Strategic Selling and Buyers Influence
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Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
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Retail (Face-to-face) Selling
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Relationship (Consultative) Selling
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SPIN® Selling: The SPIN® Sales Model
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Characteristics of Different Selling Models, Types and Structures
Sales Closing
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Attitude of the Sales Professional
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Dealing with Customer Objections
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Various Closing Techniques
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The Feel Felt Found Approach
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Strategies to Respond to Common New Business Objections.
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Relationship Management (Partnering with Customers)
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Technologies or Methods for Maintaining Customer Information CRM
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Strategies to Maintain Communication with a Customer
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Customer Marketing Pyramid
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Relationship Marketing
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Consultative Selling
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Life Time Value of a Customer (LTV)
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Conflict Handling
Sales Win-Win Negotiations
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The Phases of Sales Negotiations
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The Harvard Model Applied to Sales Negotiation
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The Art of Bargaining and Concessions Handling
NLP and Emotional Intelligence in Selling
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What is NLP?
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Implications for Marketers, Sales Advertising People
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Hypnotic Marketing and Hypnotic State Inducing Vocabulary
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Mind Reading
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COURSE DATES25 - 29 Mar 2018
COURSE REFR5023
VENUE Muscat (Oman)
COURSE FEE 2500 €
