Sell like a Pro- B2B

تاريخ البداية تاريخ التهاية المكان التصنيف
2018-02-24 2018-02-25 عمان تسويق

A transformation journey towards becoming a sales oriented person

 

What?

 

This workshop mainly designed for Sales Staff in B2B level, and it will change the way you look at sales, many large organizations in the MENA region adopt the sales methodology suggested in this program and applied it within sales structure at work, this workshop starts from the latest findings in sales world, first we establish the Professional Selling Skills through the development of the sales process by using an effective sales methodologies and methods, which earns the trainee skills required in a professional sales profile,

 

This program is focused on real world situations and topics that your sales people face on a day to day basis.

 

Learn How To:

 

  • Plan the sale and defining the best methods to define potential customers.
  • Initiate successful contacts with the customer and establishing a pre approach.
  • Approach the client.
  • Identify client needs and prepare needs assessment.
  • Effective presentation skills.
  • Closing techniques and meeting objectives.
  • Personal Selling Skills
  • Psychology of Selling
  • Consultative Selling
  • Relationship Selling
  • Educational Selling

 

Course Outline

 

Sell Like a Pro B2B:

Target:

  • Sales Professionals - 2-Day workshop (15 Participants)

 

Day One

8:30-9:00 1st Break

9:00-11:00

Before We Start: Mind Set

  • Think Simple: Be Simple in life
  • Understanding life system
  • Discover the 90/10 Principle
  • Wall, Sponge or Crystal
  • INTERESTING, The art of staying calm
  • Black Dot

11:00-11:30 2nd Break

11:30-2:00

 

Mastering Professional Selling Skills

  • Sales Challenges in 2017
  • Understanding the Square Wheels
  • Define what selling is.
  • List the three requirements of an effective sales person.
  • What customer buys while we are in selling process?
  • Sales levels
  • The five buying decisions by customer
  • The Decision Maker Authority
  • Defining the customer experience
  • Identify the seven stages that make up the selling process.

 

Prospecting Success Strategies

  • What is prospecting?
  • A Customer Profile
  • Building your Customer Profile  - SWOT Anaylsis
  • Sales Channels

2:00-3:00 Lunch Break

3:00-5:00

Sales Prospecting that Works

  • Sales Pipeline
  • Sales Action Plan
  • Sales Ratios
    • Exercise: Building the Sales Ratios

 

 

Day Two

8:30-9:00 1st Break

9:00-11:00

First Contact Success Strategies

  • Understand the role played by the First Contact stage
  • When do buyers terminate the relationship?
  • Relationship life cycle
  • Influence/Support Analysis
  • Attention Grabbers
  • AIDA technique
    • Exercise: 30 seconds in elevator
  • Making the first call
    • Role Playing: Creating the first impression that works

 

Qualification Success Strategies

  • Make your own questions
  • Understand the role that the qualification stage plays in the entire selling process
  • Qualification requirements
  • Qualification steps
    • Exercise: Creating Scenarios
    • Exercise: Mastering communication wave
  • Consultative Selling
    • Exercise: Needs/Wants Psychology
    • Exercise: Mind Control/Manipulation

 

 

 

 

11:00-11:30 2nd Break

11:30-2:00

Presentation Success Strategies

  • Delivering a Prospect-Specific Presentation
  • Proof of success strategies / POV
    • Exercise: Mastering Public Speaking for Sales
    • Exercise: Telling Stories
  • Unique Selling Point - Unique Buying Point
  • Benefits, Features & Insights
  • Feedback & WIIFM
    • Exercise: USP/UBP
    • Exercise: Your Business Story
  • Creating a Winning Value Proposition
  • What is value?
  • Value Proposition Creating Steps
  •  

 

Successful Objection Resolution Strategies

  • Objections resolution stage
  • Strategies for Resolving Objections
  • Create Objection Responses That Reduce Conflict
  • Uncovering Hidden Objections
    • Exercise: Handling Objection – Price as example – Service & Quality

 

2:00-3:00 Lunch Break

3:00-5:00

Successful Closing Strategies

  • The Fair barrier
  • Recognizing buying signals
  • Strategies for Closing the Sales
    • Direct Close - Minor Close - Alternative/Multiple Choice Close - Action Close - Opportunity Window Close - Benefits Close - Trail Product Close - Objection Close -
    • Exercise: Agenda Closing

 

Psychology of Selling

  • The Art of Persuasion – Reading

 

 

The Investment Sheet

 

Important Notes

  • Workshops starts at 9:00 am. Till 3:00 pm.
  • The language of the material will be in EN & AR delivered in arabic.
  • Max number of audience must maintained, 20 per class.
  • Fees is 500$, includes
    • Venue (2 Coffee breaks & Lunch)
    • Printed Training Materials

Printed Workshop Certificates