Course Objective.

• Identify their market and its main players
• Conduct a SWOT analysis to enable them to properly position their products services
• Respond to customer needs in order to adapt their selling  approach to those needs
• Provide advanced selling knowledge and skills for dealing with customer objections
• Gain awareness of professional behavior during all phases of the sales call
• Explain how to develop a long – term relationship and partnership with their customer

Course content

• Targeting your market

• Competitive Analysis 
• Market segmentation
• Product positioning 

• SWOT Analysis

• Strengths 
• Weaknesses
• Opportunities

• Advanced selling skills
• Strategies to maximize your results
• The New Selling Process

• Stages in the Selling Process
• The New Selling Process
• Recent Trends in Personal selling
• Relationship selling
• Consultative selling 

• Team selling
• •  Sales force Automation

• The sales competency model 
• Dealing with Default personalities
•  Understanding Clients
• Examples of Difficult Behaviors 
• Your ability to convert opportunities into sales.
• The sales Model 

• Situation
• Problem
• Implication 
• Need pay off

• The buyer’s mindset in your industry
• The Art of Negotiations 
• The Negotiating  Styles 

• Avoiding 
• Accommodating 
• Collaborating
• Competing
• Compromising

• Barriers to successful Negotiation
• The Do's and don'ts of Negotiation

• Building a long – team Relationship with customers 
• Definitions of customer services

• Elements of customer Relationship
• List of critical variables 
• The four trust Builders 
• Everything  salesperson needs to know

• Free discussion questions and practical cases 
• Why and when buyers actually make decisions to buy

• What goes on the minds of today’s buyers
• How to handle objections and how to turn them around with confidence
• What being proactive truly is in the sales arena?
• How to set up each day for sales success
• How to use new selling techniques to get closer to your customers
• How to handle objections more effectively
• How to gain confidence in setting appointments
• How to stop objections before they occur
• How to present solutions specific to each buyer
• How to gain commitment with elegance and ease
• What to do with buyers who don’t buy from you
• What your buyer wants you to do after the sale
• How to build rapport quickly and effectively during the sales process both over the phone and face-to-face
• Why emotional intelligence is so important in a sales role
• How to recognize the Primary Buying Motivators of different customer types

Who can benefit?

• All senior sales representatives and professionals 
• Sales managers and supervisors