MASTERING THE ART OF SALES

(for B2B sales of industrial products and services)

Don’t SELL, let clients BUY

  1. How to identify and obtain potential clients in order to increase market share? 
  2. How to make a great first impression with clients? 
  3. How to clearly identify and understand client needs, then turn your solutions and products become the optimal choice for clients?
  4. 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

OVERALL

  • Time:
  • Language:
  • Training venue:
  • Training method:
2 days
Vietnamese
At client's company as required
Active learning through excercises, case study, role play and group discussion etc.

OBJECTIVE

  • 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

Part 1: Overview of Sales
  • New perspectives on Sales: Create 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
Part 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
Part 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
Part 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
Part 5: Successful Sales closing skills 
  • Understand barriers in sales-closing
  • Sales-closing process and techniques
Part 6: Client’s rejection handling skills
  • View rejection as opportunities
  • Understand the reasons behind client rejections
  • Rejection-handling process
Part 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
Part 8: Action Plan

 

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