Overview

Summary:Many salespeople are so busy trying to 'sell' their products and services that they miss entirely what the buyer really needs to improve their business, especially during these COVID-19 times.Most B2B sales are based on old paradigms that simply don't exist in today's buyer-savvy world.Our "Selling Skills" workshop re-addresses those old mindsets and introduces the salesperson to the 'solution-based processes of the new millennium.After completing this course, you will be able to:Understand what is needed to have both the right skillset and mindset to sell.Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.Understand the major behavioral styles & personality types and how to sell to each buyer type.Participant:Field salespeopleBusiness to business salespeopleClient relationship managersAccount managersBusiness development managersCommercial managersExperienced salespeople who need a different perspectiveCourse Content:Section 1: Developing Personal Selling PhilosophyLecture 1: Personal SellingLecture 2: The Marketing ConceptLecture 3: Interrelationship of basic strategiesLecture 4: Partnerships and Value creationLecture 5: Creating a value with relationship strategyLecture 6: Adapting & Enhancing Relationship strategyLecture 7: Adapting & Enhancing Relationship strategySection 2: Communication Styles: A Key to Adaptive SellingLecture 1: Body language Appearance and etiquette effectsLecture 2: Conversational strategiesLecture 3: Communication Style A Key to Adaptive SellingLecture 4: Versatility through Style FlexingLecture 5: Ethics The Foundation for Relationships in SellingSection 3: Product Selling Strategies that Add ValueLecture 1: Developing a Product Strategy - Part 1Lecture 2: Developing a Product Strategy - Part 2Lecture 3: Product Selling Strategies that Add ValueLecture 4: Product Selling Model & Product PositioningLecture 5: Competitive AnalysisLecture 6: low price tacticsLecture 7: E-commerce and value added sellingLecture 8: Developing & Qualifying Prospect Base - Part 1Lecture 9: Developing & Qualifying Prospect Base - Part 2

Skills

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