Duration: 2 days
Selling today is different from years past. So many of the old selling "tactics" bothering on manipulation and soft cohesion simply no longer work. Customers now have more and better choices. They are better educated and better informed. They are more demanding. They know how to extract maximum value and are doing their job. What about our sales team? How are we closing our deals? Are we adding value or dropping price? Are we still selling the old fashion way or helping the customers buy?
Black Belt Selling Techniques Intensive is a two-day practice oriented skill based training workshop designed to put the participants through the rigor of selling in a highly competitive and possibly undifferentiated environment. It is built on the reality that "people love to buy but hate to be sold". The workshop will equip the participants with the critical mindset and essential skills to make a real difference and impact in the world of selling.
After attending this program, you will be able to...
Customers buy for their own self-serving reasons. Understanding why they buy what they buy and how they buy will open the doors for value selling.
Everything rises and falls with relationship. In this segment, participants will learn how to build, nurture and use the power of positive relationship to maximize sales effectiveness. Superior rapport building skills, including the use of body language in communication, will be covered.
Using power probing techniques, participants will learn how to ask tough questions in a soft way and thereby probe deeply in search of real customer needs as well as business opportunities that may not be readily apparent.
Knowing how our service offerings affect the customer’s business is the key to creating real value. Participants will learn how to connect our service offerings to customer’s buying concept (CBC). The role of price in buying decision will be highlighted and participants will understand and appreciate why price, although important, is not always ‘d’ most decisive factor. Participants will get an insight on how customers increase their value and what we must do in response - without unnecessarily slashing price, and destroying our bottom line.
Using real objections from customers, participants will learn how to systematically and effectively handle sales objections including the much dreaded price objection. They will also learn how service failure and crisis can be exploited and turned from being sales killers to sales boosters.
Nothing happens until a sale is closed. In this segment, participants will take home ten closing techniques that are proven to be useful and relevant in the real world. They will also inculcate the mindset of ‘maxing’ outputs from each and every customer interaction.
No two customers are the same. In this segment, participants will learn how to identify their own unique personality and those of the customers. They will learn how to vary their communication style to more effectively “reach” the customer.
We use competency based learning models and deploy a myriad of accelerated adult learning methods in our delivery including:
We enable the participants to be totally immersed in the program and learn from the inside-out.
By the end of the intervention, the participants would be willing, able and ready for a change in thinking, feeling and actions.