The new Virtual trainer guide is scripted for both a Facilitator & a producer.
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.
This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
Powerful sales questioning technique :
Selling to different personality types :
Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.
By the end of this training course participants will be able to:
Understand what is needed to have both the right skill set and mind set 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 4 major behavioral styles and personality types and how to sell to each buyer type.
Outline of topics
Introduction to professional selling:
Professional selling introduction
Professional selling skill set and mind set
The perfect sales person – Activity
Module 1: The professional selling skill set
Controlling a conversation
Using the power of questions
The OPEN question selling technique (Operational, probing, effect and nail down questions)
Module 2: Listen and know your FAB – Features, advantages, Benefits (Skill set)
The importance of listening
Features, advantages and benefits
Customer specific benefits
Identifying customer’s decision criteria
Module 3: Handle objections and close the sale
Types of objections
The APAC objections handling model
Handling the most common objection “price”
Nine closing techniques
Module 4 : The professional selling mind set
The right state of mind to sell
The more “No’s” you get
Visualize your sale
Know what you’re selling inside out.
Module 5 : Understanding buyer types and follow-up
Understanding the different behavioral styles and personality types
Find out your major behavioral style and personality type
Selling to different personality styles
After sales and follow-up
Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!
What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format
Trainer Guide (91 Pages).
Virtual Trainer guide for virtual training delivery (97 Pages)
Student workbook (94 Pages).
Slide deck (79 slides).
Virtual delivery slide deck for virtual training delivery (89 slides).
Personality type assessment questionnaire.
Several questioning skill practice exercises handouts.
Bonus activities ( 22 activities ).
Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
You will receive a secure link by email to download your purchase immediately after purchase.
The Fully Customizable Training package includes
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Competitive review game
A Power Point Review game to excite your participants about your training material where they compete to win by answering questions about the training program in a series of fun rounds.
The competitive Power Point game is fully customizable, just change the questions/answers, images, backgrounds…etc. Save as a new file & create 100’s of other review games for any training materials or program to always end your training program on a high note.
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Our comprehensive range of courseware packages and training modules incorporate a range of niche-specific subject areas targeted towards clients in the retail sector, including topics such as retail selling skills and retail sales forecasting and planning . We also offer a range of call center-specific training courses like controlling calls , handling angry callers and telephone debt collection.
Unlike the wide variety of off-the-peg training course material providers on the internet that wait to trap the unwary would-be trainer with generic canned courses that prioritize style over substance, our soft skills topics are carefully developed to target specific skills and mindsets using hands-on immersive learning and innovative training models.
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