See how a Course Works: Intro to Online Learning
Description
The business world is constantly on the move: new competitors arrive, the market tightens, prices drop, decision-makers or buyers change, companies merge or disappear, purchasing techniques and conditions evolve, means of communication are transformed, new products are launched… The best way to successfully negotiate sales is to take regular training on the techniques for developing skills and standardising business practices within your company. This course presents sales techniques proven by leading professionals. Applied in the field, it will allow you to discover or rediscover effective methods for successfully completing your sales.
After this course, you will be able to:
• Apply an effective sales method to gain in terms of operational efficiency
• Develop your marketing potential through familiarity with techniques that are recognised by sales professionals: questioning, reasoning, dealing with objections, closing the sale, and so on
• Avoid the most frequent pitfalls in one-to-one client relations
The benefits of this course for you and your company:
• Increased operational efficiency
• A greater sense of customer-orientation
• Improved collective and individual performance
Outline
Preparing for a face-to-face meeting, and kicking it off successfully
• Defining the object of the meeting
• Gathering pertinent information
• Preparing to start up the dialogue
Questioning to identify and understand the client’s needs and motivations
• Practicing your questioning
• Asking the client the right questions to understand his or her needs
• Asking questions that underscore the weaknesses inherent in the client’s current solution
Identifying exactly how your product or service meets the client’s expectations, and arguing your case on this basis
• Avoiding positional bargaining
• Identifying mutual points of interest resulting from a closed sale
• Presenting your offer according to the “advantage/proof/benefit” method
Dealing effectively with objections and closing the sale
• Dealing with objections
• Identifying positive signs for the sale
• Using the main techniques for closing a sale
Additional Info
- Languages
- English, French
- Course Length
- 40.00 hours
- Duration of Access
3 months
- Instructor
- Prerequisites/Audience
This course is intended for:
• Sales or marketing people new to their role, in the B2B or B2C sectors
• Experienced sales or marketing people who seek to revise the basic sales techniques, in the B2B or B2C sectors- Requirements/Materials Included
