Download - Sales Training in Qatar
ProfessionalSelling Skills
Using a Consultative/ Relationshipbuilding approach enabling Lifetime Customers!
in UAE, KSA, Qatar, Oman & all of Middle East!
Using a Consultative/ Relationshipbuilding approach enabling Lifetime Customers!
Empower your Sales Personnel with the Breakthrough Program…
Professional Selling Skills
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Facilitated by Leading Corporate Trainer :
Gerard Assey, CMC, FInstSMM (UK)
www.Sales-Training.in www.CollectionSkills.com
www.RetailSalesTraining.inwww.SalesTrainingIndia.com
www.SalesTrainingMiddleEast.com
‘T h e conSELL t a n t ’ as the name suggests, specializes in trainingprograms for Sales in various sectors, such as Institutional, Industrial, Telecom,Transportation & Logistics, Realty, Services, IT, Financial, Retail etc using a veryConsultative/Relationship building approach & are today ranked top on most searchengines!The ‘Professional Selling Skills’ program ensures a thorough understanding &importance of the sales process by using a consultative approach and building oncustomer relationships, while enabling one to become more professional & successful in asales role and is suitable for anyone relatively new to selling, as well as, the moreexperienced ones, who wish to refresh or fine tune their existing skills in line with today’sneed for this type of approach.
At the end of the program participants would have gained a full understanding of both thebuying & selling processes including the importance of being well organized.And most importantly… over the period of the course, participants would have workedthrough the Six Step Sales Process, practicing the skills at each stage, so that theirselling skills are developed & reinforced; while also working on selling (their own)products/ services, making the role-plays very realistic & practical, while yet, buildingloyalty and building your success at the same time!
About Us About Us Who we are
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“Even with so many years of selling, I realized there is so much to learn…thank you Gerard for opening my eyes! Really professional & immensely
beneficial course!”Previous Next
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“The presentation was Excellent. The course is very rewarding & up to date to market
conditions…”
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“Very fruitful training / sharing of knowledge… Practical Experience shared was of great help for
me & my organization…”
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“Well equipped for my new job. Well planned & really enjoyed the flow. Many thanks…”
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“Excellent, in one word! Exceeded our expectation! Keep it up”
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
TestimonialsTestimonials Here’s what some of the participants have to say after attending this program:
“Very interactive & very interesting…very much appreciated”
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Whether you are a New Recruit, Top Producer, Manager, or just an Average Performer, you will receive extreme value by attending this program, while experiencing immediate success in your first few appointments and an outstanding performance for the rest of your career.
Objective of the ‘Professional Selling Skills’ Program:
q To gain a full understanding of both the buying & selling processesincluding, how & why people buy while understanding the importance ofbeing well organized as a Professional Sales Person.
q To enable participants to be taken through the six step logical salesprocess, covering right from the preparation stage through the close,practicing the skills at each stage, so that their selling skills are developed& reinforced; while also working on selling (their own) products/services,making the role-plays very realistic & practical.
q To equip participants with the skills in understanding the behavior pattern ofcustomers, (beginning by understanding their pattern) by identifyingdifferent buyer types in order to ensure that they fine-tune theirs to that ofeach customer, thus building rapport right from the beginning.
q Finally, to understand the importance of Customer Service particularly the‘Lifetime Value of Customers! – by Handling Complaints & working onRetaining Customers by building loyalty in them and building your successat the same time!
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Part A
Personal Development o Key Qualities of a Successful Sales Persono Most Important Attributes of World TOP Producerso Ethical Behavior/Attitude/ Appearance & Groomingo Understanding Self & Otherso Communication & projecting the RIGHT imageo Time Management & managing your day & calendar
Broad Outline of Course Contents
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The Sales Environmento What makes a Successful Sales Advisor? Attributes/ Skillso Key Activities for a Sales Professional: Plan, Prospect, Sell,
Administrationo Poor/Successful Sales Personnel-The Difference!o Customer Cycle-Present, Potential, and Lost Customerso Mental Steps in Purchasing (What happens in your customers mind!)o The Buying Process: Emotional/ Logicalo What makes someone buy from a particular Salesperson/Company?
Relationship!
Broad Outline of Course Contents
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Part BSolution Selling-The Selling Process!Step1 - Preparation:
o Self-Preparationo Territory Management/ Account Preparationo (Segmentation, Prioritizing, Account Strategy) o Market/Competition/Industry Informationo Sales Tools
Step 2 - Approach:o Telephone/ Premiseo Importance of a 10 sec, 30 sec & 60 sec Elevator Pitch ready! o Understanding Customer behavior (An elaborate exercise).o Identifying different Customers/Buyer typeso Managing difficult people/sensitive situations
Broad Outline of Course Contents
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Step 3 – Fact Finding: o Building Rapport
o Investigating-Understanding your Buyers Needs- The most important stage! Why?
o Use Open Questions: Uncovering: Current/ Desired/ Barriers
o Current/ Future /Long term plans-Self/ Family/Businesso Listening/ Note taking/ Paraphrase/ Reconfirm with Closed Questions
o Handling Objections/Customer Concerns
o Using the C.O.R.K. Questioning Model Questioning
(Circumstance, Obstacles, Repercussion & Key for Solution Questions)
*Circumstance Questions
*Obstacles Questions (Problems, Dissatisfactions, Difficulties)
*Repercussion Questions (Effects, Implications or Consequences)
*Key for Solution Questions (Value, Helpfulness, Usefulness of Solution)
Broad Outline of Course Contents
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Step 4-Proving Value: o Introduce relevant service featureso Show benefit of features o Difference between features/benefits- Features/Advantages/ Benefitso Importance of Selling Benefits! o Differentiation Grid: Value/ Uniquenesso Handling different Customer Objections/ Concernso Handling the Price Objection
Step 5-Recommendation:o Summarize client’s needo Provide the product as a solution to his need that has been identified.o Product/ Service Presentations
Step 6-Close:o What prevents us from closing?o Closing/ Negotiating/ Gaining a Commitment
(Monitoring Pipeline & Closing Gaps)o Showing how you can help/ being Consultative in your approach (A shift from
Persuading to Understanding!)
Broad Outline of Course Contents
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Part Co Customer Service/ Follow up/ Referrals / Testimonials etco Understanding the ‘LIFE TIME VALUE’ of your Customer!o Understanding the C.A.R.E Principle!o Action Plan
Part D o About 5 important videos would be shown to reiterate the above principleso Several exercises o Role Plays (Mock calls to build confidence)
Broad Outline of Course Contents
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The approach used would be more of a SEE & REMEMBER, along with DO & UNDERSTAND, using audio-visuals, video
clippings/movies, exercises & role-plays. At each stage of the selling process, a movie would be shown to reinforce the principles
How How the course works:
Participants are provided a full understanding of both the buying & selling processes and theimportance of being well organized. Over the period of the course, participants work throughthe 6 step sales process, practicing the skills at each stage, so that their selling skills aredeveloped & reinforced.
During the course they work on selling your products, & managing different customersituations making the role-plays realistic & practical. At the end of the program each of themwould take back an action plan that they could put to immediate use!
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Remember: The more they train, the more you gain!
Phone:(091-44) 43531000(091-44) 43531300
Hotline: 94440 365(days)(days)24(hrs)(hrs)
Email:[email protected]@[email protected]
We service some of the top most names as Clients in India, Middle East , Africa & SE Asia…names and testimonials of which can be seen on the websites listed below:
Websites: www.Sales-Training.inwww.EtiquetteWorks.inwww.CollectionSkills.comwww.RetailSalesTraining.inwww.SalesTrainingIndia.comwww.ManualPreparation.comwww.FirstContactAcademy.comwww.SalesTrainingMiddleEast.com
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