Smart Selling Solution
Course Overview
The customers are becoming more sophisticated and have more opportunities to deal with our competitors. Customers often deal with the competition when they do not realize that we are able to offer a service or they feel that they are too small to be of interest to the Group. Overcoming these misconceptions requires the Group to develop a sales culture and individuals to develop sales skills. Our smart selling solution sales training courses in Dubai and UAE, cultivates an environment where all staff can confidently identify customer needs, suggest an appropriate solution to those needs and obtain the customer’s agreement to the course of action.
Goal of Course:
The ability to create environment where there is enthusiasm for our products and services is the first step in creating a successful ‘long-term’ sales culture.
This 3 days course sales training courses in Dubai will enable delegates to have a clear understanding of the essentials of face-to-face selling, over the telephone selling and most importantly will build the right mindset and attitude towards understanding the importance of clients and maintaining successful relationship with clients.
The 6-steps selling skills is about a structured sales process that allows the delegates to adhere to a customer centric approach that covers the following steps in experiential learning environment:
- Prospecting
- Recognizing a customer’s needs
- Agreeing on these needs with the customer
- Outlining alternative courses of action
- Implementing the customer’s chosen course of action
- Securing the deal by ensuring customer loyalty through lasting, quality service
Duration:
3 Days
Language:
English
Training Objectives
- Understand the importance of building a relationship with the clients
- Maintain and capitalize on relationships with clients
- Be more client oriented salesperson
- Understand client lifetime value
- Appreciate the importance and value of maintaining client relations
- Properly and professionally plan and prepare before contacting clients.
- Develop advantages over competitors, while remaining professional
- Explain the importance of excellent communication skills
- Understand that selling skills are within them by nature and with the proper tools and education they can capitalize on this abilities to become successful representatives
- Understand what sales process means and how we practice selling in our daily activities
- How to prospect and manage prospects
- Understand referrals importance in their business
- Create a referral pool using multiple channels
- Demonstrate how to successfully seal the deals by
- Applying the suitable closing techniques
- Deal with different types of clients during the call
- Explain and demonstrate the Sales Process
- Explain the difference between selling features and selling benefits that clients need
- Understand the sales process with respect to the client’s buying indicators
- Make a feature, advantage and benefit (FAB) statement for the client
- Construct effective questioning skills to use in appointment scheduling and actively listen to the client’s responses
- Apply the funnel probing techniques in building rapports
- Master active listening techniques to better connect with & understand the clients’ needs
- Identifying buying signals
- Respond efficiently to objections or concerns raised by the client
- Overcoming fears of rejection
- Demonstrate closing skills
Module Outlines
Module 1: Client Oriented Mindset
- Understanding and creating value from the client’s perspective
- Overpromise and under deliver
- Positive attitude
- Client Lifetime Value – CLTV
- Why clients select us for business
- Importance of client care
- Do’s and don’ts words while serving clients
- Trust system with clients
- Retaining and keeping clients
- Why client leave us
- Dealing with complaints
- Attitude vs Reaction the 90/10 rule
- Difference between client and customer
- Managing relationship is more important than getting new business
- Why many find RM to be most demanding job?
- How to develop long lasting relationships with clients
Module 2: Successful Selling Skills
- Selling in Practice
- Old school sales vs. new school
- Prospecting
- Identifying true buyer MAN
- Product based vs. need based
- Listening Skills
- Establishing Needs
Module 3: 6-Steps Sales Techniques
- Prospecting
- Recognizing a customer’s needs
- Agreeing on these needs with the customer
- Outlining alternative courses of action
- Implementing the customer’s chosen course of action
- Securing the deal by ensuring customer loyalty through lasting, quality service
Module 4: Selling over the phone and handling rejections
- Telephone Skills
- Preparation of the call – Incoming and Outgoing
- Inbound vs. Outbound calls
- Inbound Tele-sales Roadmap
- Outbound Tele-sales Roadmap
- Handling Gatekeepers
- Closing the Deal
- Handling Objections
Customized Learning
Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.
Face To Face Learning
Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays, in addition to on-going support.
Virtual Learning Labs
Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.
General Methodology
Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.
- Concrete Experience: The delegates will learn by doing
- Reflective Observation: Reflecting on the newly experienced skill-set
- Abstract Conceptualization: Developing deeper understanding to the learned concepts
- Active Experimentation: providing the delegates with realistic tools that can be tested in the real life
Specific Methodology
To effectively execute this program and to ensure that the end result is being achieved L2S specific training methodology in Selling Skills program is as explained in the below stages:
Stage 1: Designing the Training Event
During this stage L2S will be assessing the learning needs and include all the information in the design stage. Moreover in this stage L2S will include the conceptual selling related to the product/service being addressed to the customer and will work on customization for the sales scenarios accordingly. The 6-steps selling techniques course is structured to empower the sales representative to practice selling their own products and services, talking to their own customer and increasing their own portfolio.
Stage 2: During the training
The course design is based on interactive facilitation, training energizers, training videos, extensive role-plays, group discussions, group brainstorming sessions. The role-plays and cases shared during the training includes variety of sales situations varying from prospecting all the way to handle the rejections.
Delegates will undertake a series of recorded role-plays to assess their personal selling style and evaluate their own approach within a reflective learning sessions.
Activities Brief
Managing the Moment of Truth:
This training activity is used to highlight the importance of each part of the customer interaction, covering all the ‘little things’ which can make a difference, and to generate an understanding of the impact of the total service experience, encouraging participants to take ownership and look for ways to improve performance.
Customer Handling Techniques:
This training activity is used to highlight the importance of building effective customer relationships, giving participants an opportunity to discuss and agree what ‘good service looks and feels like’, and understand the potential impact on the business of providing anything other than the highest standard of service to their customers.
How I Can Make Sure That I am Achieving What I Want?
Use this training activity with participants to highlight the impact of setting goals, with a clear bias towards setting personal goals, to give guidance on setting and planning their goals, linking in with the needs of the business, and to give them the opportunity to look for ways of achieving their goals with higher personal performance and productivity.
Positive Sales attitude
Use this sales skills training activity to enable participants to be clear about what customers buy, to help them assess their own attitudes and skills in encouraging customers to buy, and giving them the opportunity to change or improve.
Test your knowledge
This highly competitive game is used to help the delegates refresh their knowledge in regards to all the points learnt in a highly competitive and fun environment
Sales Activator
An interactive simulation based activity which is fun and engaging board style game that delivers a comprehensive coaching system. The game focus on developing consultative selling expertise and managing sales activities to maximize the efficiency and effectiveness of the sales process. Endorsed by the ISSM and UPSA, and developed on the back of global research with business leaders.
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