2. Empower your Sales Per sonnel with
the
Breakthrough Program…
Professional Selling
Skills
Using a Consultative/ Relationship building approach enabling
Lifetime Customers!
Facilitated by Leading Corporate Trainer :
Gerard Assey, CMC, FInstSMM (UK)
www.Sales-Training.in
www.CollectionSkills.com
www.RetailSalesTraining.in
www.SalesTrainingIndia.com
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3. About Us Who we are
‘T h e conSELLtant’ as the name suggests, specializes in
training programs for Sales in various sectors, such as Institutional, Industrial, Telecom,
Transportation & Logistics, Realty, Services, IT, Financial, Retail etc using a very
Consultative/Relationship building approach & are today ranked top on most search
engines!
The ‘Professional Selling Skills’ program ensures a thorough understanding &
importance of the sales process by using a consultative approach and building on
customer relationships, while enabling one to become more professional & successful in
a sales role and is suitable for anyone relatively new to selling, as well as, the more
experienced ones, who wish to refresh or fine tune their existing skills in line with today’s
need for this type of approach.
At the end of the 3 Day program participants would have gained a full understanding of
both the buying & selling processes including the importance of being well organized.
And most importantly… over the period of the course, participants would have worked
through the Six Step Sales Process, practicing the skills at each stage, so that their
selling skills are developed & reinforced; while also working on selling (their own)
products/ services, making the role-plays very realistic & practical, while yet, building
loyalty and building your success at the same time!
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4. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“Even w t h s o m
i any years of s el l i ng, I real i zed
t here i s s o much t o l earn… hank you G
t erard f or
openi ng m eyes ! R
y eal l y prof es s i onal & i m ens el y
m
benef i ci al cours e! ”
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5. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“The pres ent at i on was Excel l ent . The cours e i s
very rew ardi ng & up t o dat e t o m arket
condi t i ons …”
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6. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“Very f rui t f ul t rai ni ng / s hari ng of know edge…
l
Pract i cal Experi ence s hared w as of great hel p f or
m & m organi zat i on…
e y ”
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7. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“W l equi pped f or m new j ob. W l pl anned &
el y el
real l y enj oyed t he f l ow M
. any t hanks …”
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8. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“Excel l ent , i n one word! Exceeded our
expect at i on! Keep i t up”
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9. Testimonials Here’s what some of the participants have to say after
attending this program:
Whether you are a New Recruit,
Top Producer, Manager, or just
an Average Performer, you will
receive extreme value by
attending this program, while
experiencing immediate
success in your first few
appointments and an
outstanding performance for the
rest of your career.
“Very i nt eract i ve & very i nt eres t i ng…very much
appreci at ed”
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10. Objective of the ‘Pr ofessional Selling Skills’ Prog ram:
To gain a full understanding of both the buying & selling processes including, how
& why people buy while understanding the importance of being well organized as a
Professional Sales Person.
To enable participants to be taken through the six step logical sales process,
covering right from the preparation stage through the close, practicing the skills at
each stage, so that their selling skills are developed & reinforced; while also
working on selling (their own) products/services, making the role-plays very
realistic & practical.
To equip participants with the skills in understanding the behavior pattern of
customers, (beginning by understanding their pattern) by identifying different buyer
types in order to ensure that they fine-tune theirs to that of each customer, thus
building rapport right from the beginning.
Finally, to understand the importance of Customer Service particularly the ‘Lifetime
Value of Customers! – by Handling Complaints & working on Retaining Customers
by building loyalty in them and building your success at the same time!
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11. Broad Outline of Course Contents
Part A
Personal Development
o Key Qualities of a Successful Sales Person
o Most Important Attributes of World TOP Producers
o Ethical Behavior/Attitude/ Appearance & Grooming
o Understanding Self & Others
o Communication & projecting the RIGHT image
o Time Management & managing your day & calendar
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12. Broad Outline of Course Contents
The Sales Environment
o What makes a Successful Sales Advisor? Attributes/ Skills
o Key Activities for a Sales Professional: Plan, Prospect, Sell, Administration
o Poor/Successful Sales Personnel-The Difference!
o Customer Cycle-Present, Potential, and Lost Customers
o Mental Steps in Purchasing (What happens in your customers mind!)
o The Buying Process: Emotional/ Logical
o What makes someone buy from a particular Salesperson/Company? Relationship!
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13. Broad Outline of Course Contents
Part B
Solution Selling-The Selling Process!
Step1 - Preparation:
o Self-Preparation
o Territory Management/ Account Preparation
o (Segmentation, Prioritizing, Account Strategy)
o Market/Competition/Industry Information
o Sales Tools
Step 2 - Approach:
o Telephone/ Premise
o Importance of a 10 sec, 30 sec & 60 sec Elevator Pitch ready!
o Understanding Customer behavior (An elaborate exercise).
o Identifying different Customers/Buyer types
o Managing difficult people/sensitive situations
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14. Broad Outline of Course Contents
Step 3 – Fact Finding:
o Building Rapport
o Investigating-Understanding your Buyers Needs- The most important stage!
Why?
o Use Open Questions: Uncovering: Current/ Desired/ Barriers
o Current/ Future /Long term plans-Self/ Family/Business
o Listening/ Note taking/ Paraphrase/ Reconfirm with Closed Questions
o Handling Objections/Customer Concerns
o Using the C.O.R.K. Questioning Model Questioning
(Circumstance, Obstacles, Repercussion & Key for Solution Questions)
*Circumstance Questions
*Obstacles Questions (Problems, Dissatisfactions, Difficulties)
*Repercussion Questions (Effects, Implications or Consequences)
*Key for Solution Questions (Value, Helpfulness, Usefulness of Solution)
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15. Broad Outline of Course Contents
Step 4-Proving Value:
o Introduce relevant service features
o Show benefit of features
o Difference between features/benefits- Features/Advantages/ Benefits
o Importance of Selling Benefits!
o Differentiation Grid: Value/ Uniqueness
o Handling different Customer Objections/ Concerns
o Handling the Price Objection
Step 5-Recommendation:
o Summarize client’s need
o Provide the product as a solution to his need that has been identified.
o Product/ Service Presentations
Step 6-Close:
o What prevents us from closing?
o Closing/ Negotiating/ Gaining a Commitment
(Monitoring Pipeline & Closing Gaps)
o Showing how you can help/ being Consultative in your approach (A shift from Persuading to Understanding!)
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16. Broad Outline of Course Contents
Part C
o Customer Service/ Follow up/ Referrals / Testimonials etc
o Understanding the ‘LIFE TIME VALUE’ of your Customer!
o Understanding the C.A.R.E Principle!
o Action Plan
Part D
o About 5 important videos would be shown to reiterate the above principles
o Several exercises
o Role Plays (Mock calls to build confidence)
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17. How the course works:
The approach used would be m of a S E& R M M E , along with DO
ore E E E BR
& UNDE S R TAND, using audio-visuals, video clippings/ ovies, exercises
m
& role-plays. At each stage of the selling process, a movie would be shown
to reinforce the principles
Participants are provided a full understanding of both the buying & selling processes and
the importance of being well organized. Over the period of the course, participants work
through the 6 step sales process, practicing the skills at each stage, so that their selling
skills are developed & reinforced.
During the course they work on selling your products, & managing different customer
situations making the role-plays realistic & practical. At the end of the program each of them
would take back an action plan that they could put to immediate use!
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18. Remember: The more they train, the more you gain!
Phone: Hotline:
(091-44) 43531000 94440
(091-44) 43531300 365(days)24(hrs)
Email:
Training@Sales-Training.in
Training@SalesTrainingIndia.com
We service some of the top most names as Clients in India, Middle East , Africa & SE Asia…
names and testimonials of which can be seen on the websites listed below:
Websites:
www.Sales-Training.in
www.EtiquetteWorks.in
www.CollectionSkills.com
www.RetailSalesTraining.in
www.SalesTrainingIndia.com
www.ManualPreparation.com
www.FirstContactAcademy.com
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