What you'll learn
Understand what is needed to have both the right skillset and mindset to sell.
Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs
Understand the major behavioral styles & personality types and how to sell to each buyer type.
Requirements
No experience needed. You will learn everything you need to know
Description
Summary:Many salespeople are so busy trying to 'sell' their products and services that they miss entirely what the buyer really needs to improve their business, especially during these COVID-19 times.Most B2B sales are based on old paradigms that simply don't exist in today's buyer-savvy world.Our "Selling Skills" workshop re-addresses those old mindsets and introduces the salesperson to the 'solution-based processes of the new millennium.After completing this course, you will be able to:Understand what is needed to have both the right skillset and mindset to sell.Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.Understand the major behavioral styles & personality types and how to sell to each buyer type.Participant:Field salespeopleBusiness to business salespeopleClient relationship managersAccount managersBusiness development managersCommercial managersExperienced salespeople who need a different perspectiveCourse Content:Section 1: Developing Personal Selling PhilosophyLecture 1: Personal SellingLecture 2: The Marketing ConceptLecture 3: Interrelationship of basic strategiesLecture 4: Partnerships and Value creationLecture 5: Creating a value with relationship strategyLecture 6: Adapting & Enhancing Relationship strategyLecture 7: Adapting & Enhancing Relationship strategySection 2: Communication Styles: A Key to Adaptive SellingLecture 1: Body language Appearance and etiquette effectsLecture 2: Conversational strategiesLecture 3: Communication Style A Key to Adaptive SellingLecture 4: Versatility through Style FlexingLecture 5: Ethics The Foundation for Relationships in SellingSection 3: Product Selling Strategies that Add ValueLecture 1: Developing a Product Strategy - Part 1Lecture 2: Developing a Product Strategy - Part 2Lecture 3: Product Selling Strategies that Add ValueLecture 4: Product Selling Model & Product PositioningLecture 5: Competitive AnalysisLecture 6: low price tacticsLecture 7: E-commerce and value added sellingLecture 8: Developing & Qualifying Prospect Base - Part 1Lecture 9: Developing & Qualifying Prospect Base - Part 2
Overview
Section 1: Developing Personal Selling Philosophy
Lecture 1 Personal Selling
Lecture 2 The Marketing Concept
Lecture 3 Interrelationship of basic strategies
Lecture 4 Partnerships and Value creation
Lecture 5 Creating a value with relationship strategy
Lecture 6 Adapting & Enhancing Relationship strategy
Lecture 7 Adapting & Enhancing Relationship strategy
Section 2: Communication Styles: A Key to Adaptive Selling
Lecture 8 Body language Appearance and etiquette effects
Lecture 9 Conversational strategies
Lecture 10 Communication Style A Key to Adaptive Selling
Lecture 11 Versatility through Style Flexing
Lecture 12 Ethics The Foundation for Relationships in Selling
Section 3: Product Selling Strategies that Add Value
Lecture 13 Developing a Product Strategy - Part 1
Lecture 14 Developing a Product Strategy - Part 2
Lecture 15 Product Selling Strategies that Add Value
Lecture 16 Product Selling Model & Product Positioning
Lecture 17 Competitive Analysis
Lecture 18 low_price_tactics
Lecture 19 E-commerce and value added selling
Lecture 20 Developing & Qualifying Prospect Base - Part 1
Lecture 21 Developing & Qualifying Prospect Base - Part 2
Field salespeople,Business to business salespeople,Client relationship managers,Account managers,Business development managers,Commercial managers,Experienced salespeople who need a different perspective


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