This course is designed for sales representatives, account managers, sales team leaders, and all professionals who interact with customers. Successful sales are essential for the success of any company or organization, and today, sales are no longer just the responsibility of salespeople.
- Improve sales communication with customers in face-to-face interactions.
- Develop the ability to actively identify customer expectations and uncover their needs.
- Increase the success rate of sales transactions and foster long-term customer relationships.
- Enhance the ability to identify and develop business opportunities all the way to securing orders.
Key Factors for Successful Sales Communication
- The three roles of a salesperson—because just being a seller is no longer enough!
- The advantages and challenges of consultative, expert-based selling.
- Credibility, persuasiveness, and professionalism in sales.
The Customer’s Decision-Making Process
- Understanding the stages of customer decision-making and how their needs evolve over time.
- The role of emotions in each phase of the decision-making process and how customer expectations change.
- The salesperson’s role in each stage and key points to watch out for.
“PUSH” vs. “PULL” Sales Approaches
- Advantages and limitations of both approaches.
- How to effectively combine different approaches—and when not to.
- Proactive vs. reactive sales strategies.
Working with Customer Expectations and Needs
- Questioning techniques to uncover needs and verify potential benefits.
- How to reframe customer expectations by identifying hidden needs and defining added value.
Even the Best Product or Service Needs to Be Sold
- Understanding Unique Selling Points (USP) and how to leverage them.
- Features-Advantages-Benefits (F-A-B) approach to product and solution presentation.
- Why even the best product may not generate buying interest.
- Product and service specifications are important, but value and benefits drive sales.
- How to present a solution-based offer with added value.
Handling Objections
- What are customer objections, and when can they be overcome?
- The 5P Technique for effectively handling objections.
- Prevention is better than objection handling—how to minimize objections in the first place.
Securing Customer Commitment
- Identifying and responding to buying signals.
- Techniques for closing deals successfully.
- Agreeing on next steps for long-term collaboration.
Post-Sale Customer Care
- Why customer care is crucial for long-term success.
- Different methods for nurturing customer relationships.
This practical and interactive course equips sales professionals with the essential skills and strategies needed to build strong customer relationships, increase sales success, and develop long-term business opportunities.
