Key Learning Objective:
Learn advanced sales strategies to improve sales and client relationships.
Days: 1
Prerequisites: Sales Skills: Basic recommended or equivalent knowledge
Gaining customer commitment
Building relationships
• Building good relationships with customers
• Asking the client appropriate questions
• Getting customer commitment
Demonstrating the need
• Identifying the stages of need
• Demonstrating need through envisioning
Satisfying the need
• Determining customer objections
• Negotiating with clients
Studying the market
Sales strategies
• Understanding sales strategies
Analyzing markets and competitors
• Analyzing market trends
• Analyzing competitors by using the SWOT matrix
• Developing a client advisory panel
Researching clients
• Researching commercial clients
• Researching individual clients
Developing a winning strategy
Consulting with clients
• Planning the solution
• Preparing the presentation
• Presenting the solution
Developing solutions
• Discussing the steps for developing solutions
Effectively closing a sale
Demonstrating the benefits
• Relating to the client’s key issues
• Showing the benefits to clients
Confirming commitment
• Recognizing signals from clients
• Responding to signals
Closing the sale and following up
Closing the sale
Following up with clients