Improving Your Sales Skills - The Key Elements Of Successful Selling

01-03-2020 - 05-03-2020 4200 كوالا لمبور


Course Introduction:


The program offers a review of those techniques and skills essential to the professional business-to-business salesperson. It is a highly participative course that reinforces learning points, through syndicate and practical exercises that are highly relevant to the individual delegate's business. It is also a very useful course for those people who have just been appointed to a sales position and who need to understand the fundamentals of selling. All the key concepts of selling are covered in an easy to understand step-by-step format.



Course Objectives:

  • To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
  • To look at the key stages of a sale and clearly identify areas where each delegate needs improvement
  • To provide delegates with many practical tools that will lead to improved personal performance in their day-today work in sales
  • To help delegates gain a new momentum for their sales development
  • To improve the ability of each delegate to look at many of the problems of sales with a fresh perspective
  • To provide each delegate with helpful and practical suggestions to enable them to improve their overall sales performance



Who Should Attend?


This very popular course is designed for the business-to-business salesperson with some experience, who might not have had formal training, or who feels in need of a refresher course. It will also be of benefit to someone about to move into sales, someone who has just been appointed to a sales position, or anyone thinking of sales as a career



Course Outline:

  • An Introduction To Sales
  • The Link Between Customer Service & Customer Loyalty
  • How Not To Lose Customers
  • 'The Magic Secret Of Sales'
  • The Role Of The Professional Salesperson
  • Persuading People To Buy
  • Your Responsibilities To Your Company & Your Customer
  • How Good Are You At Understanding Sales Terminology? - A Questionnaire To Test Your Knowledge
  • Sales Vs Marketing Vs Negotiation - What's The Difference?
  • The Marketing Mix
  • The Ten 'P's Of Marketing
  • Sales Success - The Management Of The 'Marketing Mix'
  • The Seven Steps Of A Sale
  • The Salesperson's Five Deadly Errors
  • Four Key Areas Of Knowledge Needed To Sell
  • The Qualities Required In A Professional Salesperson
  • How To Sell Professionally
  • Understanding The Psychology Of Selling
  • Why Do People Buy Anything?
  • What We Sell & What Our Customers Buy?
  • The Benefit Concept
  • Identifying Customer Needs
  • The Key Questioning Techniques For Effective Selling
  • Customer Segmentation
  • Tangible & Intangible Reasons Why People Buy
  • Effective Communication In Selling
  • Learning How To Influence People
  • Understanding The Key Aspects Of Communication
  • The Five 'C's Of Good Communication
  • The Five Qualities Of An Effective Communicator
  • Etiquette For Client Meetings
  • The Importance Of Body Language In Selling
  • Asking The Right Questions
  • Good & Poor Listeners
  • Effective Time Management
  • Time Management Quiz
  • The Definition Of A Good Time Manager
  • Identifying Personal & Environmental Timewasters
  • SMART(ER) Objectives
  • Ten Rules To Help You Manage Your Time Effectively
  • Planning & Organizing For Sales Success
  • Time & Territory Management
  • Understanding The Importance Of Key Ratios In Selling
  • Sales Plans & Forecasting
  • Planning To Achieve Targets - A Case Study
  • Finding Customers / Prospecting
  • How To 'Qualify' Your Prospects
  • How To Make The Right Appointments
  • The Telephone Appointment Plan
  • Making A Professional Approach - Every Time
  • Writing For Appointments
  • Using A Presenter Effectively
  • Use Of Visual Aids In Your Presentation
  • The Use Of Proposals - What To Include
  • Objections - Obstacles Or Opportunities?
  • How To Handle Objections
  • How To Overcome Price Objections
  • Most Frequently Asked Questions
  • Closing The Sale - Different Techniques
  • Some Basics About Negotiation
  • The Five Key Outcomes Of A Negotiation
  • After Sales Service - Building Long-Term Customer Relationships
  • 'Staying Close To Your Customers'
  • Role Plays


Course Methodology:


A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session

بحسب مواضيع الدورات
Training Plan

مركز أبوظبي…

معهد إدارة…

Global Innovation Institute


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جمعية اللحام…

الجمعية الامريكية…

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ICML: International…

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