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Objectives

• At the completion of this course, given the necessary literature and tooling, audience will be able to develop a Problem Solving Attitude and apply specific skills and behaviors to manage the sales process more effectively.
• Increase Sales Profitability by keeping the focus on the Customer and by addressing objections early in sales cycle, rather than at the closing stages.
• Gain knowledge and Skills about the dynamic of an effective, Customer focused Sales process.
• Apply the positive Selling process for increasing Sales Competence.
• Describe the four phases of the Counselor Process and the obstacles that typically accompany each phase.
• Identify buying roles, buying motives and buying conditions.
• Use a structured Discovery Agreement as the basis for presenting a solution.
• Apply questioning and listening skills with Customer to ensure effective Customer call.

The Delegates

This course is designed for Sales force employees.

The Contents

• Traditional approach and Counselor approach.
• Relating and building Trust.
• Discovery
• Advocating the right Solution to Customer
• Support Customer decision.
• Handle Customer objections.
• Customer data analysis.
• Sales design types:
• Immeidate Versus Delayed value
• Price cut Versus Added value
• Sales design scope:
• Product scope Market scope
• Sales design tactic:
• Timing discount rate ; terms and conditions
• Influences on sales design:
• Consumer involvement
• Inventory risk
• Franchise strength
• Close the deal
• Course summary.

 Notes:

• Great Discount for companies and governmental Organizations .
• All programs are held in five star hotels .
• All lecturers have sufficient knowledge and experience to implement the programs at an optimal level .
• Large package of services is offered to the participants .

The Discount

10% in case of Three P. (or more)