JUST SALES
Objective:
During the workshop, participants will focus on key themes that develop their skills on sales process, Communication, judgment, skills and their own initiatives related to the expectation on their role in frontline sales management in the cooperatives. The program includes a variety of approaches and tools that can be applied back in the workplace and will be facilitated in such a way that it allows for interactivity amongst participants to test and challenge these and their own ideas.
Background:
With the marketplace more competitive than ever, the requirement for any sales person to communicate effectively to its customers or its future customer has become very essential in increasing revenue of the cooperatives. Hence, the ability to understand the current or future customers has become extremely important to get the desired results in the form of profitability. By being able to understand their customer’s needs, sales executives are better able to sell specific product solutions that meet those needs. On top of that, by having and using a structured and organized process for communicating with customer sales executives could have an excellent conversion ratio. The one and half day program addresses all parts of the customer development process. After completing the program, employees will be better able to:
- Connect customer needs with appropriate cooperatives products and services.
- Understand their role as salespeople.
- Conduct crucial conversation with the customers.
- Identify what matters most to the customers.
- Effectively handle customer concerns, objections, and resistance
- Brick wall the customers.
The program’s content has been designed to reflect the reality of cooperatives employees today and will be directly relevant to the everyday opportunities and obstacles faced by your employees in their jobs. Case studies and role plays are used to highlight actual sales situations and develop skills. As a result of the employee’s increased knowledge, skills and confidence, the cooperatives will benefit from:
- More effective and knowledgeable employees
- Stronger customer relationships
- Increased productivity
- Increased revenues and profitability
Workshop Coverage:
- The changing nature of sales person and customers
- Individual sales skills assessment of participants and developing action plan for increasing the sales ability.
- Building confidence to connect with people, build relations and close the deal.
- Developing effective influencing skills to handle buyer resistance and objections.
- Understanding customer expectations for creating loyal customers.
- Understand how to break down the target and make it achievable.
- Come out of the comfort zone and increase more visibility in their territory.
- Effectively handle customer concerns, objections, and resistance
- Conduct crucial conversation/negotiations with the customers.
- Identify what matters most to the customers.
- Which area, how much, how to increase base?
- How to make effective conversation?
- How to make good impression?
- Need identification
- How to link between customer needs and our need
- How to establish long term relationship between customer and us
Target Audience:
Sales Person