Advance Selling Skills for Managers
FDC’s Training on “The Art of Selling – Advance Selling Skills for Managers “is designed to transform sales managers into sales leaders, equipping participants with proven tools and methodologies for maximizing the potential of every person on their team. Participants learn how to motivate their team, create an environment for success, get the most out of individual and team temperaments and talent, manage performance and foster professional development among their staff.
Objectives
The major objectives of training are;
- Participants will be able to understand the process, stages and strategies of negotiation in sales.
- Participants will be able to motivate the sales team and convert to ultimate revenue.
- Participants will learn and will be able to handle issues related to coaching the sales force, holding integrative meetings, and practicing ethical management.
- Participants will learn to apply different negotiation models knowing the pros & cons of your negotiation style anticipating the other’s moves & discerning their manipulations
Course Outcome
After attending the session participants will get following output;
- Develop the key skills of successful sales people by understanding sales process, negotiation skills and improve their sales performance as well as results as well as they will be able to initiate actions required to motivate their sales force.
- Knowledge on how to identify and relate that to client/customer needs by exploring buyer motivation and discover how psychology affects winning or losing a sale.
- Tailor your sales force selling style to meet any situation and becoming more client/customer focused by being able to overcome objections and win over skeptical buyers improving communication skills.
Training Methodologies:
- Participatory-led oral presentation and group work
- Trainer led instructions for concept acquisition (theory Into Practice)
- Case-analyses/Case Study
- Demonstrations, Role Play and Related Games
- Problem-based learning/Sharing
Training Contents;
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Sales Planning |
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Strategy Execution |
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Lead Generation Techniques
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Six C’s of communication
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Fighting filters and perceptions
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Personality types
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Preparing for negotiation
alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of Possible agreement)
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BASE Concept- Probing Skills |
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Motivation and Self Confidence – Type of self-motivation and motivating others to keep your workplace exciting;
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Speed Mentoring |
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FORCE Fusion |
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Bullet Proof Selling Techniques |
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CPC Concept-Competition, Product and Customer |
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Consumer Behavior-KYC |
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Sound, Creative and Strategic Sales Skills |
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SMART Selling Approach |
