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.

How?

By learning and practicing:

I PROSPECTING:

• 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

Duration?

2 days