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Sales Training Module

Training Topics:

Identifying Prospective clients

• Conducting research on the industry and organization
• Product knowledge
• Customer Segmentation, Where to reach your customers
• Lead Generation
• Planning the Sales Interview

Preparing for Sales Calls

• Telephone prospecting
• Preparing a checklist of information to be procured before the sales call
• Understanding the client organisation’s profile
• Understanding the potential needs of the client and the industry that they work in

Introduction:

• Verbal introduction of self and the company
• Positive non-verbal communication that makes an impact
• Presenting oneself with poise and confidence
  • Body Language and how to use it to your advantage
  • Importance of Verbal – Visual Congruence during the introductions

Needs Identification:

• Understanding the needs and wants of the customer
• Listening
• Using probing to understand the core needs of the customer
• Using the funneling technique

Presentation:

• Structuring information in a way that gets the customer’s attention
• Selling techniques:
  • Consultative Selling

Handling Objections:

• Team Brainstorming: common objections faced
• How to handle them
• Dealing with different kinds of customers
  • Role play simulations with different customer types
  • Talkative customers
  • Customers who are not interested
  • Customers who are pressed for time

Closing:

• Identifying buying signals
• Closing with confidence
• Techniques of Negotiation
• Skills of Negotiation

Professionalism:

• Greeting customers
• Using appropriate non-verbal communication
• Presenting oneself with impact
• Using appropriate words that convey respect and enthusiasm

Managing Customer Expectations:

• Creating a ‘Culture of Commitment’
• Handling ‘Moments of Truth’ in the customer interaction process
• Understanding customer needs and customer expectations
• Managing customer expectations
• Managing the perception of customers

Training Hours:

The duration of the training program will be 16 hours (2 days)

Momentum Training Solutions also conducts programs in Soft Skills Training and Communication Skills Training that has proved to be extremely beneficial to corporate employees.