Customer Focused Professional Selling and Communications

Course Objectives

• equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively
• help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company
• Building rapport and develop relationship building skills
• Develop a professional sales approach.
• Improve planning, and confidence
• provide participants with the opportunity to apply these skills in the practical ‘role-play’ session

Target Audience

Those who are new to selling or relatively inexperienced, all Executives involved in Sales and Marketing. Any individual who wishes to improve sales performance, increase his company’s customer base and retain existing customers can benefit from this workshop.

Methodology

• Class room Style Information
• Role Plays
• Group work / Brainstorming Sessions
• Presentations
• Case Studies
• The Skills can be implemented immediately.
• Theory used as a basis for learning.
• Very practical and easy to understand.
• Allows participants to enjoy what they learn.
• Participative, interactive activity.
• Draws on participants own experience.
• Lets you learn in a method you can relate to

Course Modules

Module 1: UNDERSTANDING AND MANAGING YOURSELF
Module 2: ATTITUDE MAINTENANCE — I CAN CLOSE THIS SALE!
Module 3: PERSONAL GOAL SETTING
Module 4: TIME MANAGEMENT
Module 5: FACTORS INFLUENCING YOUR RESULTS
Module 6: PRE SALES PREPARATION
Module 7: PROSPECTING
Module 8: COMMUNICATION PROCESS IN SALES
Module 9: STRESS MANAGEMENT