Sales techniques
OBJECTIVES OF THE SEMINAR
- Train commercial staff to proven sales techniques
- Help them become more professional and efficient
- Help them develop better listening skills, to build up a better argumentation, and to efficiently close the sale
- Strenghten their capacity to convince
- Teach them to better liaise with their client, and to establish a solid and durable relationship with them
- Teach them to deal efficiently with any objection or complaint the client may advance
- Help them to get better organised and to manage their time well
- Mobilise their dynamics and develop enthusiasm for their profession
PROGRAM OF THE SEMINAR
- Sales psychology
- Efficient prospection
- Etablishing a true prospection strategy
- Setting up, organising and following-up on a prospection strategy
- Useful tools to manage one’s prospection strategy
- Techniques of setting up appointments
- The vital phases of a sales meeting
- Cold calling
- The positive mental attitude
- Importance of the first impression
- Verbal and non-verbal communication
- Pitfalls to avoid
- Awakening interest and opening a dialogue
- Analysis of the clients’ needs
- The objective and subjective expectations of the client
- Characteristics, motivations and decision criteria of the different profiles of clients :
- The entrepreneur
- The collegial
- The analytical
- The conservative
- Techniques for better awareness of the customer’s profile
- The art of asking the right questions
- Active listening
- Feedback
- Argumentation
- Arguments that work
- Adapting one’s approach and one’s argumentation in function of the clients’ profile
- Transforming characteristics into true advantages for the client
- Priorities in the presentation of the arguments
- Techniques of getting the prospect involved in the argumentation
- Partial sales
- Dealing with objections
- The different kinds of objections
- Responding to each of these objections
- Traps to avoid
- Closing techniques
- When to close ?
- Buying signals
- How to close
- Recovering a lost sale
- Handling complaints
- How to react to difficult situations
- How to reduce a client’s agression
- Developing customer faithfulness