PROGRAM OBJECTIVES

Today’s marketplace is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you position the features and benefits of the products and services you represent in such a way that the customer will view you as a preferred choice?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills: B2B focuses on the following areas:

-Active listening and discovery questioning
-Communication
-Cross-selling
-Influence
-Structured selling process

LEARNING FRAMEWORK

Training Outcome

After completing the training, you should be able to:
-Close the sale with minimum effort and maximum results in revenue and profitability
-Create a loyal relationship between the customer and your company’s brand and what it represents
-Maximize the effectiveness of every customer interaction
-Sell almost anything to almost anyone, every time
-Use various selling strategies to develop winning solutions for your customers

Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays.  The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you’ve already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization’s success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

THE LEARNING PROCESS

Our program outline encompasses the following modules:
Day 1:
Module 1: Overview

-Context setting
-Building winning habits
-Bills of rights
-What is our sales vision 
-Mapping our plan

Module 2: Engagement

-The Customer Relationship Dial
-7 Impression Tools
-Principles of influence
-Finding common ground
-Transition statements

Module 3: Being Effective In Customer-Centered Selling

-Applying learning in relationship building
-What others say and do and what is important to them
-What we do more of when selling to others
-What we avoid doing when selling to others 
-Revealing our blind spots

Module 4: Discovery

-Discovery questioning
-6 types of questioning
-3 techniques in discovery questioning
-Active listening
-6 techniques in active listening

Day 2:
Module 5: Presenting

-Matching needs with FAB
-Value Drivers and Sell-In/Sell-Out models
-Crafting effective sales conversations
-Persuasive language techniques
-The Needs Pyramid 

Module 6: Objection Handling

-Skepticism
-Indifference
-Misunderstanding
-Drawback
-The PLUS Model

Module 7: Closing

-Indicators Of Interest (IOI)
-Clinical techniques 
-Emotional techniques
-Directive techniques
-Logical techniques

Module 8: Execute

-Using Sell-Out models for maximum impact
-Perfect Outlet definition
-Execution priorities
-Winning at the point of sales
-Long term partnership