BATCH III

Essential Selling Skills

Become a more effective sales person by receiving a thorough grounding in all of the Main Essential Skills of Selling. After attending this training, you will be able to achieve more sales.

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This course is designed to provide you with the essential techniques and strategies to understand the sales process so that you will close more sales and exceed your target.

2 DAY

Training

29-30 OCT

2019

9:00am

-

5:30pm

DHA Suffa

University

Karachi

With the help of this course the delegates will be able to:

• Understand the modern day sales process

• Understand the modern day buyer and how he/she makes decisions

• Develop a selling style that suits the needs of the digital age

• Learn how to identify the specific needs of your clients and how to match these with what you are selling/offering

• Learn how to prepare for sales

• Learn how to approach the decision maker

• Enhance your questioning and  listening skills

• Learn how to build up credibility and likeability from your prospects

• Learn how to understand the motivations of your prospects

• Learn how to overcome objections and excuses in a positive and influential manner

• Learn techniques of how to get to that ‘Yes’ and close the sales

• Learn how to build a long term relationship with your prospects

Who will benefit from this course?

Field sales people

Business to business sales people

Sales people who have had no formal training on the subject before
Sales people who need a refresher and need to get ‘back to basics’ and refocus their time and efforts
New sales people
Client relationship managers
Account managers
Business development managers
Commercial managers

Agenda & SCHEDULE

Lunch Break | 1:00-2:00

DAY 2

Session 1 | 9:30-11:00

• Recap and the day ahead

• The Communication Process

• The Buyer’s Emotional Needs

Session 2 | 11:30-1:00

• Objection Handling

Session 3 | 2:00-3:30

• Objection Handling

Session 4 | 4:00-5:30

Session 1 | 9:30-11:00

Tea/Coffee Break | 11:00-11:30

DAY 1

• Introduction and Objectives

• Understand the Sales Process

• Understand the Modern Day Buyer

• Traditional v/s Consultative Selling Styles

Session 2 | 11:30-1:00

• Pre Call Checklist

• Approaching the Gatekeeper

• Approaching the Decision Maker

Session 3 | 2:00-3:30

• The Questioning Techniques

Session 4 | 4:00-5:30

• Listening Skills

• Close

Registration & Seating |9:00-09-30

Tea/Coffee Break |3:30-04-00

Terms & Conditions

• Registration will only be confirmed upon 100% Advance Payment

• No Token Money or Installments will be entertained

• No Refunds or Carry forward to next month

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