MASTERING THE ART OF SALES
(For B2B sales of industrial products and services)
Don't SELL, let them BUY
- How to identify and obtain potential clients in order to increase market share?
- How to make a great first impression with clients?
- THow to exploit and identify client needs, align them with your solutions and products, and make them the optimal choice for clients?
- How to maintain customer loyalty?
The "Mastering the Art of Sales" course equips you with the essential knowledge and techniques to cultivate strong client relationships, boost sales figures, and elevate your business operations.
OBJECTIVES
- Have a professional sales mindset & a positive sales attitude
- Understand the types of clients - their expectations and feelings towards your products and services
- Develop the ability to identify, approach and build relationships with clients
- Master the B2B sales process effectively
- Provide care and maintain relationships with clients after the sale
TARGET
- Sales staff, business development staff, etc.
CONTENT
1. Overview of Sales
- New perspectives on Sales: Creating value and benefits for clients
- Sales positioning: Overcoming sales obstacles
- Keys to success in sales
- 3 roles of a salesperson
- 3 essential factors for a successful salesperson
2. Techniques for finding and approaching potential clients
- Process of identifying and targeting clients
- Developing a client-approaching strategy
- Skills for making appointments
- Making a strong first impression with clients
3. Techniques for identifying and stimulating client’s needs
- Recognizing client’s decision-making motivations
- Understanding client’s purchasing principles and processes
- Questioning and listening skills to address client’s needs
- Understanding underlying needs beyond surface requirements
4. Sales presentation techniques
- Using DISC to identify customer personality for persuasive presentations
- FAB Formula – Product Presentation Technique
- Determining the right time to offer solutions
- Presenting solutions that meets customer needs
5. Successful Sales closing skills
- Understanding barriers in sales-closing
- Sales-closing process and techniques
6. Client rejection handling skills
- Viewing rejection as opportunities
- Understanding the reasons behind client rejections
- Rejection-handling process
7. Relationship building and customer care after sales
- PAnalyzing relationships for opportunities
- Approaching and connecting with clients
- Creating value for clients through ongoing relationships
8. Action Plan
COURSE EVALUATION
REFERENCE
Download “Mastering the art of sales" pamphlet (PDF version) here .
- Japanese : Download (PDF)
- English : Download (PDF)
- Vietnamese : Download (PDF)