Training Duration: 3 Days / 18 Hrs
• Introduction to the Training:
– This comprehensive training is ideal for individuals starting a career in sales as well as experienced professionals looking to refresh and upgrade their techniques with the latest practices in the field.
– It offers a strong foundation in understanding sales both as a function and a process, while also emphasizing personal management, opportunity planning, and resource allocation.
– Participants will gain critical insights into prospecting, negotiating, managing customer relationships, and handling objections, all while enhancing their ability to close deals and deliver value.
• Training Outlines:
– The Changing Business Environment
– The Evolution of Personal Selling
– The 10 Root Causes of Sales Problems
– Preparation and Self-Organization
– Personal Management
– Time Management for Salespeople
– Understanding the Psychology of Selling
– The Sales Process
– Product Selling vs. Service Selling
– Different Selling Models
– Business Negotiation Skills
– Principles of Successful Negotiation
– The Six Elements of Successful Negotiation
– The BATNA Principle
– Managing the Customer Relationship
– Basics of Building Customer Relationships
– Influencing Sales Outcomes
• Training Objectives:
– Identify the professional selling behaviors and skills needed to maximize sales performance
– Develop the personal habits and organizational skills that optimize selling effectiveness
– Apply each step of the sales process with clarity and purpose
– Analyze and utilize key principles for successful negotiation and objection handling
– Understand the fundamentals of customer relationship management and influence sales outcomes effectively
• Who Should Attend:
– Entry-level sales professionals
– Experienced salespeople seeking a refresher
– Business development and account managers
– Customer-facing professionals interested in learning the sales process
– Anyone looking to strengthen their understanding of sales fundamentals
• Why Attend:
– To gain a solid foundation in modern sales strategies and behaviors
– To improve personal time and opportunity management for higher productivity
– To build stronger relationships and enhance customer loyalty
– To develop negotiation and objection-handling skills for closing more deals
– To align individual selling efforts with organizational sales success
