Basic selling skills

WHAT? (product essential)
Basic Selling Skills
WHY? (motivation) and / or WHAT FOR? (purpose)
To develop the ability of participants to effectively go through the direct sales process on a competitive market.
By learning and practicing:
  • The profile of the potential customer – obtained from the profile of the “actual” customer
  • Methods of generating the constant flow of new customers
  • Building the procedure for activating new customers
  • Obtaining the meeting; the specifics of the prospecting visit
II. VISIT for a successful selling – steps:
1. Preparation:
  • Listing and planning the visits for specific customers
  • Reviewing / gathering information about the customer / product / competition
  • Setting the goals for the visit; visit structuring
2. Customer approach:
  • The right attitude for a successful approach
  • The algorithm for a bland and constructive approach
3. Identifying customer needs – considering the product:
  • Need exploration techniques: interrogation vs. active listening
4. Product presentation:
  • Presentation of product benefits in relation to customer needs
  • Use of materials / products in the presentation
  • Preparing the introduction of the price; announcement of the price
5. Objection solving:
  • When do objections occur?
  • Types of objections
  • The right attitude to objections
  • Objection management and constructive influence techniques
6. Negotiation:
  • Strategies & negotiation techniques
  • Negotiating with difficult people
7. Selling closure:
  • Identifying purchasing signals
  • Closure techniques
  • What’s to be done after the customer says YES / NO
8. Visit analysis
III. FOLLOW-UP and recovery of the money from the customer
IV. Building consumer’s LOYALTY:
  • Developing the interpersonal relationship
  • Personalizing the offer; building customized solutions for the customer
  • Rewarding loyalty
  • Simplifying the relationship and the contact with the company

2 days

Dragos Ion
Managing Partner Senior Consultant, Trainer & Coach

With over 22 years of professional experience including 20 years of delivering training programs to middle and top management in retail, financial, banking, telecom, auto, pharma, HoReCa, manufacturing, IT.

He has provided over 300 hours of both individual and group executive coaching, as well as managerial consultancy sessions.

He was involved in organizing and coordinating the first business simulation in Romania with the famous business school INSEAD, France.