High Impact Selling Skills – B2B (2D)
OVERVIEW
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.
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.
LEARNING PROCESS
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
APPLY COURSE
SKILL MASTERS ACADEMY formerly known as Chalk Talk Consultants Plt was founded in the year 2015 and incorporated in Malaysia.
Its Registered Office is situated at No. 2, Jalan Duku, Off Jalan Kasipillay, 3rd Mile Jalan Ipoh, 51200 W.P Kuala Lumpur, Malaysia.