An advanced training program which utilizes the selling skills of already trained salespeople, leading to further increased sales and operating sales profit.
Target Audience
Experienced and trained salespersons who can actively and systematically make use of the specific methods and tools
Training Goals
- to attain immediate and medium-term results with an increase in sales performance indicators
- to increase and/or stabilize the sales unit’s operating profit
- to utilize and augment the unit’s customer base
Contents
- Recognizing sales opportunities: maintaining / utilizing the customer base, regaining previous customers and attracting new ones
- Focusing the salesperson communication towards identifying the customer’s "Buyer’s Code” and cues therefore, aimed at optimal use of the customer’s ‘first buying interest’
- Communicating in a purposeful way and finetuning on the customer’s ‘Buyer’s Code’ & additional cues, leading to ancillary items and /or add-on services to existing direct or indirect customers (cross-selling)
- Understanding the strategy of outgoing sales calls and developing the relevant skills needed to attract new customers and create/augment the customer base
- Taking the initiative to effectively follow up both existing and new customers
- Understanding the basics of call - back systems
- Understanding how to use the call-back log
- Sources of potential customers & sales leads – action plans
- Sales performance indicators and sales conversion indices
- Giving feedback to the salesperson aiming at improving further his/her performance and conversion indices
- Customer retention systems
Training Methodology
- continuous role-plays for every stage of the communication chain with the customer
- individual personal feedback
Duration and Participations
2 x 2 training days (4 working days – 32 training hours) in groups of 6-8 participants
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