There is no single competency or skill that drives sales excellence – rather, it is a collection of behaviours and skills across the selling process that need to be honed and mastered. Each of these skills falls into one of three categories: find, win and grow.
Tap-DC’s dynamic, crisp Selling Techniques Programme invokes learning across all 3 segments. Learn exactly what it takes to be successful at B2B/ B2C sales. Get insights into the skillset and personality of a successful salesperson. For sales managers and leaders, this program provides tips for building out B2B/ B2C sales goals, structuring a sales team, and collaborating with the rest of the organization for ongoing success.
INDUSTRY UNDERSTANDING AND SELLING TECHNIQUES
What is selling and how we can become a good salesperson?
Understanding of Industry, Customer behaviour & demands nowadays.
What kind of selling technique is required for Sales?
SALES MECHANICS TUNE-UP
The session provides a handy Salesperson’s Tool-Kit and reminds them about the importance of following up leads quickly, knowing and using a structured, "steps of the sale" approach to selling as well as providing the latest thinking on planning and preparation, developing capability to build rapport and establish credibility to create and deliver continuous value.
Approaching customers and creating First Favorable Impression.
Managing Non-Verbal Communication and Body Language.
Importance of Pre-Sales Preparation for Better Results.
Learning critical components in the negotiation process.
Art of opening the Negotiation
Developing the Negotiation
Elimination of doubts
Closing the deal successfully.
Always remember the names of the people you meet.
How to end a conversation -- without offending anyone around you.
QUESTIONING & LISTENING SKILLS
Recognize the importance of preparing questions that are focused on their objective.
Know how to make sure key messages are communicated clearly and effectively.
Learn how to avoid misunderstandings and making assumptions.
Be able to use precision questioning techniques to elicit the information required.
Have acquired techniques they can use to ensure they are listening effectively in all situations.
PROSPECT OPPORTUNITIES & PRESENTING OFFERING
Recognize the importance of “Selling Value” overselling Features/ Benefits.
Hunting and Farming Understanding - Understanding of New Customer acquisition Vs retaining existing customers business.
Understand the steps of a Sales Call
Learn everyday vocabulary, which, when used deliberately will increase the number of sales you make.
Preparation and business acumen are the keys.
Sellers should be equally as comfortable speaking the language of business.
SELLING WITH INSIGHTS - HANDLING OBJECTIONS
Effectively prepare and leverage planning tools to tailor a compelling insight storyline that creates value for a specific client and buyer.
Have the capability to get to the root cause of the objection and position for a resolution.
Effectively establish, reinforce, and maintain an environment of collaboration and mutual respect.
Make in-the-dialogue decisions to further explore, prompt, and shape customer’s thinking to align customer and seller perceptions around the true nature of an issue/ concern/ reservation and how to best address it.