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 gain the attention of the prospective customer with your hooks and position the features and benefits of the products and services you represent in such a way that they 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 tele-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: Inbound Selling focuses on the following areas:

-Active listening and discovery questioning
-Cross-selling
-Negotiation principle
-Objection handling
-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 range of products and services
-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:

Framework and Implementation

Our unique experiential framework and implementation empowers you to:
-Build and strengthen customers’ relationship with professionalism
-Develop your personal unique selling style
-Employ effective communication skills to different types of customers
-Enhance listening skills and powerful non-verbal skills 
-Gain commitment to purchase in the shortest possible time
-Identify origins of your selling behaviors and remove limiting beliefs about selling
-Implement beliefs that build confidence in selling
-Overcome objections effectively
-Present the products or services persuasively
-Sell with certainty
-Take action to develop a resolute selling mindset and ethics in managing your customer base
-Understand and employ the selling and buying process effectively

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 – Setting The Stage
-The Customer Relationship Dial
-Handling first responses
-Creating positive first impressions
-Verbal and Vocal winning techniques
-Transition statements

Module 3: Discovery – Questioning
-6 discovery questioning techniques
-The Funnel Model
-Tight conversation
-Power Up!
-Asking purposeful questions

Module 4: Active Listening
-6 active listening techniques
-Driving meaningful conversations
-Advanced interjection techniques
-Prioritizing needs
-Summarize and confirm

Day 2:
Module 5: Presenting
-The Needs Pyramid 
-Matching needs with FAB
-Value Drivers
-Crafting effective sales conversations
-Persuasive language techniques

Module 6: Objection Handling
-Skepticism
-Indifference
-Misunderstanding
-Drawback
-The PLUS Model

Module 7: Variables
-What are variables
-Get and Give variables
-Yes-No-Yes Model
-Countering with variables
-Objection handling role play 

Module 8: Closing
-Indicators Of Interest (IOI)
-Clinical techniques 
-Emotional techniques
-Directive techniques
-Logical techniques