Introduction:

This course is the opportunity to develop and refine the selling technique. Your sales people will go through each phase of the sales process.
They will learn how to analyze the psychology of the person they’re selling to, how to adapt their behavior to put their client at ease and themselves in control. They will also learn how to ask the right questions about their prospective customer’s needs and concerns… and how to use that information to offer solutions, overcome objections and close the sale.

Objectives:

This program offers them the opportunity to master high-performance selling techniques. More specifically, they will learn how to:

  • Develop a master plan for managing sales – from qualifying leads to building incremental sales
  • Respond correctly to their client’s behavior in order to win confidence and trust
  • Read the signals that let you know how to guide a prospect through the sales presentation 
  • Design and implement a plan for increasing sales territory
  • Handle objections and move the sale on to the next stage
  • Focus on buyers’ needs, presenting solutions, solving problems 
  • Close with confidence and authority, and make your clients feel good about their decision.

Course Outline:

Part one: Successful Selling Skills

Module 1: What makes a successful salesperson?

  • Critical selling competencies
  • Identifying the key expectations of your client
  • Measuring your effectiveness

Module 2: Planning

  • Defining the key phases of the sales process
  • Performing a corporate audit
  • Setting your sales objectives
  • Measuring the process
  • Managing the process

Module 3: Behavioral styles

  • Profiling your own personal style in relation to sales
  • Identifying behavioral styles of the Decision-Making Unit (DMU)
  • Developing the flexibility to adapt your sales approach to the behavioral profiles of your clients

Module 4: The face-to-face sales process

  • The success factors for an effective introduction
  • Mastering questioning and probing skills to discover the “need behind the need”
  • Improved listening skills to really “hear” your client
  • Presenting problem-solving solutions
  • Effectively receiving and overcoming objections
  • Specific techniques to close the sale

Module 5: Planning for improvement

  • Setting standards for monitoring purposes
  • Identifying your strengths and areas for improvement

Module 6: Telephone techniques

  • Planning
  • Getting appointments
  • Qualifying prospects

Module 7: Time and territory management

  • Growth planning
  • Sales time management

Module 8: Take your action plan back to the offices

  • This will give the participants a clear idea of the process changes and steps that they need to take to optimize their sales performance

Module 9: Benefits to the participants

This program offers them the opportunity to master high-performance selling techniques. More specifically, they will learn how to:

  • Develop a master plan for managing sales – from qualifying leads to building incremental sales
  • Respond correctly to their client’s behavior in order to win confidence and trust
  • Read the signals that let you know how to guide a prospect through the sales presentation 
  • Design and implement a plan for increasing sales territory
  • Handle objections and move the sale on to the next stage
  • Focus on buyers’ needs, presenting solutions, solving problems 
  • Close with confidence and authority, and make your clients feel good about their decision.

Part two: Brand visibility

Module 1: What is Brand Visibility?

  • Why is brand visibility important?
  • What to do before making a brand visible?

Module 2: Best Strategies to Increase your Brand Visibility

  • Socialize the brand
  •  Make your offerings clear
  • Use Search Engine Optimization
  • Make Associations Online
  • Create different segments of your brand
  • Having an effective digital appearance
  • Creating a toll-free number
  • Art of creating blogs
  • Create advertisements through videos
  • The traditional approach to street marketing

Module 3: How to Measure Brand Visibility?

Some of the ways through which brand visibility can be measured-

  • Measuring website traffic
  • Checking the search volume of your keywords
  • Utilizing social listing

Module 4: Why In-Store Visibility Matters

  • Launching a new product doesn’t guarantee a sale. 
  •  Price inflation has slowed to a crawl. 
  • Brand loyalty still exists, but name recognition is not as important as brand interaction.  

Module 5: How to Increase Brand Visibility In-Store

  • Running a Promotion
  • Achieving Optimal Shelf Placement
  • Investing in Real-time Inventory Management
  • Trying a Mobile Marketing Campaign Partnership
  • Define Your Brand’s Functionality 
  • Make Your Brand More Social
  • Highlight Your Unique Offerings
  • Use SEO to the Fullest

Module 6: Follow the steps below to master your SEO strategy:

  • Interact More Online
  • Have a Sectoral Approach
  • Build a Strong Digital Presence
  • Frequently Asked Questions

Module 7: How to measure brand visibility?

  • Measure website traffic
  • Check the search volume of your keywords