MASTERING THE ART OF SALES
(For B2B sales of industrial products and services)
Don't SELL, let clients BUY
- How to identify and obtain potential clients in order to increase market share?
- How to make a great first impression with clients?
- How to clearly identify and understand client needs, then turn your solutions and products become 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 performance.
OBJECTIVES
- Have a professional sales mindset & a positive sales attitude
- Understand the types of clients as well as 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
- Be able to 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: Overcome 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
- Develop a client-approaching strategy
- Skills for making appointments
- Make a strong first impression with clients
3. Techniques for identifying and stimulating client’s needs
- Recognize client’s motivations for decision-making
- Understand client’s purchasing principles and processes
- Questioning and listening skills to address client’s needs
- Understand underlying needs beyond explicitly stated requirements
4. Sales presentation techniques
- Use DISC to identify customer personality for a persuasive presentation
- FAB Formula – Product Presentation Technique
- Determine the right time to offer solutions
- Present solutions that meets customer needs
5. Successful Sales closing skills
- Understand barriers in sales-closing
- Sales-closing process and techniques
6. Client's rejection handling skills
- View rejection as opportunities
- Understand the reasons behind client rejections
- Rejection-handling process
7. Relationship building and customer care after sales
- Analyze relationships for opportunities
- Connect with and build intimacy with clients
- Create value for clients through ongoing relationships
8. Action Plan
COURSE EVALUATION
REFERENCE
Download “Mastering the art of sales" pamphlet (PDF version) here .