With the help of this course the delegates will be able to:
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Understand the modern day sales process
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Understand the modern day buyer and how he/she makes decisions
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Develop a selling style that suits the needs of the digital age
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Learn how to identify the specific needs of your clients and how to match these with what you are selling/offering
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Learn how to prepare for sales
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Learn how to approach the decision maker
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Enhance your questioning and listening skills
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Learn how to build up credibility and likeability from your prospects
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Learn how to understand the motivations of your prospects
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Learn how to overcome objections and excuses in a positive and influential manner
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Learn techniques of how to get to that ‘Yes’ and close the sales
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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
ABOUT TRAINER
With over 28 years of industry experience, Kamran Saeed has been practicing sales throughout his career locally and internationally. He has mastered the art of selling in all aspects and demonstrated successful sales in diverse fields such as IT, engineering, publishing, and event management.
Apart from practicing sales, Kamran Saeed has been keen in imparting his learnings and has provided training to over 500 officers of government, semi government, multinational and private organizations. He has also imparted sales related education in prestigious institutes such as IBA and currently he is faculty at DHA Suffa University. He is also President, Solutions Inc, an event management company.
Kamran Saeed is a Master of Business Administration (MBA) from IBA, Karachi and Bachelors in Engineering (Electrical) from NED University. He has completed several trainings in the UK including ‘Train the Trainer; and ‘Essential Selling Skills’.
Agenda & SCHEDULE
Lunch Break | 1:00-2:00
DAY 2
Session 1 | 9:30-11:00
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Recap and the day ahead
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The Communication Process
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The Buyer’s Emotional Needs
Session 2 | 11:30-1:00
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Objection Handling
Session 3 | 2:00-3:30
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Objection Handling
Session 4 | 4:00-5:30
Session 1 | 9:30-11:00
Tea/Coffee Break | 11:00-11:30
DAY 1
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Introduction and Objectives
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Understand the Sales Process
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Understand the Modern Day Buyer
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Traditional v/s Consultative Selling Styles
Session 2 | 11:30-1:00
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Pre Call Checklist
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Approaching the Gatekeeper
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Approaching the Decision Maker
Session 3 | 2:00-3:30
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The Questioning Techniques
Session 4 | 4:00-5:30
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Listening Skills
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Close
Registration & Seating |9:00-09-30
Tea/Coffee Break |3:30-04-00
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Terms & Conditions
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Registration will only be confirmed upon 100% Advance Payment
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No Token Money or Installments will be entertained
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No Refunds or Carry forward to next month
