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Selling Skills

Start Date: | Duration : days | Price : 4500 AED

Context to this Workshop

  • As in any job role and profession, in the early stages of a career bad behaviours can be adopted which limit the potential of the extent of career progression
  • Associates are often ‘thrown in at the deep end’ in the early stages of their sales career, which limits the impact of business results than be achieved
  • Training people on too many technical selling and influencing skills soon results in ‘skills overload’ and limited ROI
  • This foundation skills program creates the right platform for junior and emerging sales people to grow through a sustainable set of core skills, behaviors and competencies
Sales Training, Dubai, UAE

By the end of the course, participants will be able to:

  • Clarify and achieve a clear understanding of how customers are influenced, challenging common myths
  • Reveal and give participants the opportunity to practice and explore the fundamental selling and influencing skills
  • Build confidence to sell to and deal with different customer situations
Sales Training, Dubai, UAE

Who will benefit from attending?

  • New and emerging sales personnel
  • Personnel for whom becoming sales people is a part of their career path
  • Personnel who wish to explore the profession of selling for its future fit in career development and succession plans
  • A more disciplined and planned approach to achieve results – a ‘pull’ versus a ‘push’ mentality
Sales Training, Dubai, UAE

Selling as a Profession

  • The role of the sales force
  • The limits of conventional selling practices
  • Behaviours - effective and ineffective working practices
  • The difference between ‘push’ and ‘pull’
  • Excellence in execution

Building Rapport

  • Relationship building and investing in the relationship
  • Simple aspects of the psychology of selling

Building Confidence in Front of Your Customers

  • 5 communication keys
  • Developing personal communication skills
  • Questioning and listening skills

Selling versus Transacting

  • Product orientation versus customer orientation
  • Understanding customers and identifying customer needs
  • What customers ‘buy’ and what a salesman ‘sells’

Core Selling Skills

  • Product knowledge
  • Features and benefits selling
  • Helping the customer to make a decision
  • Dealing with customer objections

When not in front of the customer

  • The importance of implementation
  • Internal selling and internal customer focus
Sales Training, Dubai, UAE

Business Benefits

  • Groomed and correct behaviours in selling and influencing customers
  • Improved engagement with customers and customer service
  • Sustainable base foundation skills that stay with the associate throughout their work life
  • Development of work-based assignments to integrate skills and knowledge into daily routines to drive application and retention

Personal Benefits

  • Understand what professional selling is and is NOT in the current business environment
  • Achieve a solid foundation of relevant behaviours and skills from which a progressive sales career can be built around
  • Personal learning plan to support application and consolidation of key learnings on-the-job
Sales Training, Dubai, UAE
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