|
Objective:
This Sales Skills Workshop is aimed at helping Sales Support Staff
to identify and find Sales Opportunities wiht the objective of
handing them off to Salesto close.
It is a
simple, pragmatic Sales Skills Course.
The 1.5-day Workshop reviews:
- Prospects
Why they buy and how to handle different personalities
- Wants & Needs
How to identify and satisfy them
How to find or create Opportunities
- Face to Face Sales Skills
Opening, IBS, Questioning, Qualifying, Objections, Handing off
"live" Opportunities to Sales
- Customer Attitudes
How to identify and handle them
- Call Strategy & Plan
Planning, Objectives, Strategies.
In summary, the major portion of the workshop focuses on the anatomy
of a Sales Call, its components, and how to handle each portion
thereof, with the exception of Closing, (which is only mentioned
briefly) in favour of handing off identified Sales Opportunities
to Sales.
|
|
Participants
are involved through multiple exercises and 2 role plays to ensure
their pro-active participation.
These role plays are designed to be easily customized to fit
your industry or company.
Optional "Role Play Workshop"
By the end of the main workshop, the participants have been exposed
to, and have practiced the basic face-to-face call skills needed.
However, we find that most people now need to exercise these skills
in their own environment. To do this, we have a one/two day workshop
that takes participants through three or six role plays customized
to your environment. This might cover the first phone call, the
first face-to-face call, a qualifying call, and a final proposal/
presentation to close a sale.
Customization
Our associated consulting firms can provide consulting services
to assist you in modifying or adding to the standard workshop
to make it truly reflective of your environment.
|
