Secrets of Making a Successful Sale

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Secrets of Making a Successful Sale

Personal selling is an ancient art. However, it has seen many developments throughout history. Salespersons are the front line of any organization and today the role of the salesperson today extends far beyond the traditional demonstration and presentation of a product (good, service, idea) to a prospective buyer. Instead, the complexity of today’s selling environment necessitates unconventional expertise to successfully make a sale happen.

This course focuses on ensuring the satisfaction of the buyer through processes to generate long-term business & customer loyalty.

Program Objectives:

The program will be interactive in nature, relying heavily on exercises and role plays to practice skills learned, it draws upon sound sales practices that relate directly to the concept of service quality and is designed to tie in with the company’s efforts in this area. The program will specifically focus on the following:

Customer Service and Satisfaction: The module describes the idea of customer satisfaction, it origin and the necessary skills needed to achieve it (listening, preconditioning…).
Buyer / Seller cycle: It describes the process in which the buyer and seller interact to achieve a transaction.
Opening module: The module describes how to project a professional image to gain the buyer commitment and interest.
SPIN Technique: a systematic selling process that sets the salesman as a consultant to the customer.
Benefit statement: How to accurately match customer needs and wants with meaningful product/service benefits that meet the buyer criteria.

Closing: teaches the trainees how to gain the highest realistic level of commitment for the existing situation.
Objection Handling: It explains to sales people how to turn objections into opportunities and how to handle difficult customer through resolving their concerns.
Account Maintenance: It focuses on building the sales people’s competence to maintain and develop business in their accounts.

Recommended Participants:

This program is directed to all sales personnel (managers, supervisors, executives, sales representatives) directly involved in the selling of a product.

Duration: 3 Days.

Click here to register.

Tailored Courses Every open course can be tailored to the exact needs of your organization and run as an in-company training program.

"Extra-run" Courses The date of the course you are interested in already passed?

Fill out the Extra-Run Courses Form and send it to IMI and we will carry out an extra-run of the course as soon as a minimum number of participants request this course.

If you have any inquiries, please click here.