Sales Skills
Accreditation Number: 115363566
Through this program,
participants will be able to identify potential customers and how to reach
them, understanding the stages of the sales process, successful sales
strategies, the behavior of successful salespeople, and how to develop
successful strategies for building strong customer relationships by
understanding their interests and needs.
By the end of this course, participants
will be able to:
·
Explain the elements of the sales process.
·
Review different sales techniques.
·
Identify who the potential customer is.
·
Describe the characteristics of potential
customers.
·
Explain sources of potential customers.
·
Explain the stages of the sales process.
·
Describe the behavior of successful
salespeople.
·
Review strategies for building a strong
relationship with the customer.
·
Identify customer interests.
·
Evaluate customer needs.
·
Explain a strategy for successful first
contact.
·
Develop successful strategies for
identifying potential customers.
·
Apply presentation, persuasion, and
communication skills effectively.
·
Deliver persuasive presentations.
·
Handle objections professionally and
skillfully.
·
Identify customer objections.
·
Deduce some methods and skills for finding
potential customers.
·
Uncover hidden objections.
·
Address obstacles in the sales process.
·
Recognize customer fears.
·
Deal positively with customer fears.
·
Deduce signs and success factors in the
sales process.
·
Explain how to build effective and
successful communication from the first interaction.
·
Develop strategies and methods that
support the success of the evaluation process.
·
Present a product or service
professionally and convincingly.
·
Handle all forms of objections and
obstacles that may arise in the sales process.
·
Close the deal in a professional,
incremental, and convincing manner.
·
Explain, with examples, effective
strategies for closing and following up on a deal.
Course Curriculum
- Definition (Sales Process - Seller - Buyer)
- Sales Processes and Techniques
- Sales Strategies and Skills
- Stages of the Sales Process
- Enjoying a Successful Sales Approach
- Definition of Prospecting
- Who is the Potential Customer? and What are Customer Specifications?
- Steps to Identify Suitable Customer Specifications
- Classifying Sources of Potential Customers
- Channels for Identifying Potential Customers
- Strategies for Building a Trust-Based Relationship with Potential Customers
- Gaining Buyer's Trust
- Building a Strong Relationship with the Customer
- Professional Communication (Non-Verbal Communication)
- Attention-Grabbing Factors
- Evaluation Stage
- Evaluation Requirements
- Buyer's Needs and Interests
- Purchase Criteria and Motives
- Evaluation Steps
- Techniques for Asking Exploratory Questions
- Presenting a Special Offer to the Potential Customer
- Buying Motives
- Evidence of Product Success and Effectiveness
- Presentation Skills
- Customer and User Testimonials
- Notes and Evaluation
- Handling Objections
- Objection Handling Strategies
- Objective Response to Conflicts
- Evaluation Questions
- Preparing to Close the Sale
- Closing Stage of the Sales Process
- Identifying Sales Process Indicators
- Closing by Presenting Options
- Closing by Resolving Objections
- Handling Customer Purchase Rejection
- Handling Lost Sales
- Follow-Up and Closure Stage
- Recommendations
- Service Quality
- After-Sales Service
- Guaranteed and Repeat Markets
- Strategies for Repeating Sales
Instructor
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Administrator
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