Everybody Is in the Selling Game
(One-day
Workshop)
If
you
want to succeed in spite of dwindling resources and a distracted
market, this intensive introduction to the art of selling
is a must.
Like most people, you’ll come to this workshop with
very little knowledge of selling, except perhaps what you’ve
experienced as a customer. After just one day of hands-on
practice, you’ll gain the skills, confidence and professionalism
to sell your product or service successfully.
Everybody Is in the Selling Game is a roadmap that
takes you step-by-step through the entire sales process. It
covers every critical phase of selling and gives you enhanced
skills in listening and prospecting, which you need to succeed
as a professional salesperson today.
WHO
SHOULD ATTEND:
Salespeople
with one year or less of selling experience — as well
as potential candidates for sales positions, those who want
to refresh their sales skills, customer service representatives
and technical or support staff who interact with customers
HOW
YOU WILL BENEFIT:
- Differentiate
between the old mentality of selling and today’s more
effective relationship-oriented approach
-
Assess your selling strengths and weaknesses
-
Overcome barriers to listening in a sales situation
-
Determine the best-qualified prospects and avoid time wasters
-
Make successful prospecting calls, by phone or in person
-
Understand your customer’s situation and identify
selling opportunities
-
Learn how to make a dynamic and memorable sales presentation
-
Feel comfortable and confident in front of new customers
- Handle
objections smoothly and keep the sale moving forward
-
Use the latest closing techniques to gain customer commitment
-
Manage time and prioritize effectively
WHAT YOU WILL COVER:
Effective
Listening
-
Passive vs. active listening
-
The listening process (verbal and nonverbal)
Benefits
of Prospecting/Cold Calling
-
Pinpointing qualified prospects and the true decision maker
-
Handling the typical prospecting call
- Utilizing
gatekeepers
The
Sales Process
-
Greeting and headlines
-
Feeling confident in front of new customers
-
Establishing credibility and trust
Discovery
-
Knowing the value of customer interviews
-
Identifying individual customer needs — and immediate
selling opportunities
Making
Memorable Presentations
-
Presenting solutions vs. presenting products and services
-
Enhancing presentations with technology, visual aids and
support material
Handling
Objections
-
Dealing with common sales objections and responses
-
Exploring the latest methods for overcoming sales resistance
Closing
Techniques
-
Gaining customer commitments
-
Knowing when to close and what to close for
Special
Feature
Participants complete a brief pre-workshop questionnaire and
come to the workshop with their own organization’s selling
scenarios to use in practice exercises.
For
information regarding this course, please contact:
Colin
Watson
Relationship Manager
J Watson Associates Inc
Tel: 905
820-9909
E-mail:
sales@jwatsonassociates.com
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