Talking about homework and group learning
What is the sales? The definition of sales in the 21st century?
Role of the Seller: What sales winners do differently that takes part in the ‘winners club’
The major stages of the selling process and what you need to do in each to maximize your success
Sales starts with knowledge of your customers. How do you help your customers? What value do you deliver? How can you communicate this value to buyers ?
3 keys to developing a winning value proposition
How to identify the true value of your solutions
How to uncover the hot buttons that drive buyers to keep buying
Homework evaluation and group learning
Mastering the sales pitches:
What lies behind the communication that creates real rapportt?
The technique of asking questions to reveal all the needs of the buyer; SPIN
Effectively eliminate the resistance that creates impact using the right ROI technique
Awakening the willingness and urgency to mobilize the buyer
Homework
Prepare 5 SPIN questions for each stages
Homework evaluation, reviewing SPIN questions
Sellers who educate their buyers and influence them with new ideas that creates an advantage for them by reducing the function of their competitors’ suggestions.
How to create impact? What are the influencing techniques?
How to persuasive stories that mobilize buyer action
Understanding different buyer personas
Questions that shape the buyer’s priorities
Homework
Video / Empathy is how the empathy is not done ..
What will be the detailed action plan for the next 2 weeks?
Most memorable parts and action plans evaluation from the training / meetings
How to negotiate the best win-win solutions that keep profits, margins, and customer satisfaction high
To handle objections and creating satisfactory answers
Establishing the principles of systematic work, proactivity and preliminary preparation discipline
Homework
Reading books and articles