Professional Selling Program:
Introduction
There is a false notion that the sales profession is dying in existing business environments today - which is certainly not true!
For as long as people are buying, sales as a profession will continue to thrive. However, certain elements have shifted with regards to the sales system as buyers are savvier, leading to changes in sales methodology. The idea is that salespersons are not selling a product or service-- but rather guiding customers towards making the right decision in reaching their desired solution.
Salespersons need to elevate their approach in order to nurture leads and enhance the customer’s buying experience, from Product/Service Expert Presenter to Advisor For Customer Success.
With the Professional Selling Program, salespersons will be qualified in confidently transitioning to taking on this new elevated role.
Available Courses
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From Hard Sell To Heart Sell
Course #1
These days, accessing a product, service, or even information is just a fingertip away. Quick access to information may cause an information overload, which can often be confusing and difficult for customers when it comes to the purchase decision.Bearing this in mind, customers appreciate having an empathic and insightful salesperson that can garner their trust in order to assist the customer in making the right choice.
The objective of this course is to cultivate the right mindset of salespersons, in order to help customers by building a trust-based business relationship.
Duration: 2 days
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Handling Objections Confidently
Course #2
Throughout the buying process, it is common for the buyer to pose various objections to the seller. As sales professionals, it is important to handle objections effectively and thoughtfully in order to influence the buyer’s to reach their desired solution.
Highly effective sales professionals should be able to embrace objections and consider them as an opportunity to learn about the buyer’s needs, while communicating the value of their potential solutions.
This course provides step-by-step analysis on various forms of objections and resolutions that will strengthen a customer’s commitment.
Duration: 1 day
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Effective Negotiation
Course #3
In order to call a negotiation successful, it takes more than just closing a deal. A successful negotiation should fulfil both a customer’s and the organisation’s interests, establishing trustworthiness and a relationship in the long run.
Through proper planning and crafting a strategy prior to entering a negotiation, salespersons will be in control of the negotiation process. Staying focused will allow salespersons to achieve their desired outcome.
Furthermore, by creating a strong foundation of EQ competency and a positive mindset, salespersons will be better able to handle pressure and challenges that are presented to them throughout the negotiation process.
This course aims to guide salespersons through negotiation planning by taking a systemic approach, providing them with the right tools to use during the negotiation.
Duration: 2 days