About this Course

Course Description

Negotiate and close sales like a pro.

Learn where to look for quality prospects who will buy from you. See your selling process from the customers' point of view, so that you know how to present your product/services in the way customers want to see and hear. Learn to use effective closing and negotiating techniques to achieve the BEST results for yourself as well as for your customers by creating a WIN-WIN situation.

Objectives

• At the end of the course, you will be able to: -
  
• Look for quality prospects
  
• Understand the buying and selling processes
  
• Get sales appointments
  
• Conduct sales presentations confidently
  
• Handle resistance
  
• Be familiar with at least 6 closing techniques
  
• Negotiate for a win-win outcome
  
• Know at least 6 negotiation gambits
  
• Know how to counter commom negotiation gambits
  
• Know how to track your sales performance
  
• Cultivate a winning sales attitude
  

Course Outline

• Customers and markets knowledge
  
• The buying process and the sales process
  
• How to plan and look for quality prospects
  
• Getting the sales appointments
  
• The do's and don't's in sales presentation
  
• Sensing buying temperature
  
• Handling resistance to sales
  
• Effective closing techniques
  
• The 3 critical factors in negotiation
  
• Negotiation gambits
  
• Counter negotiation gambits
  
• The win-win mindset
  
• How to plan your daily acitivities and track your sales performance
  
• How to develop a winning sales attitude
  

Delivery Method

The program applies Adult Learning Techniques with group discussions, work assignments and role play, real time work.

For Whom

This program is designed for front line personnel, sales staff, sales managers, customer service staff, customer support executives, marketing executives, business developement personnel, supervisors and managers.

Course Duration

2 days

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