About the Course

Everything is changing in the market at a fast pace due to the covid, the advanced available technology and the digital revolution. As a result, the way customers buy has changed significantly. Sales, therefore, has to adapt accordingly to the new trends. It is evident, therefore, that with all these changes, sales are impossible to achieve without training. Effective sellers do not exceed 20% of all salespeople nowadays. The Sales Professional Training Programme comes to close this gap: to combine modern techniques with practical knowledge and equip sales professionals with valuable tools to help them achieve their goals in the new economy.

Today's customers are very different because they can find information, compare products & services, and ask for and buy online. Customers today do not need a salesperson to "persuade" them to buy. Sellers are there to help customers make the right buying decision based on their perceptions, personality, needs or wants, and lifestyle. In the new market landscape, customers ask for added value. They are also willing to co-create with each company the final product they want to buy.

Selling today became strategic. A successful salesperson is not the one who sells products but is the one who helps their customers achieve their own goals. The conclusion is that a customer is willing to work closely with a salesperson who understands their needs or wants.

Core Objectives

The delegates will achieve the following objectives:

• Understand that achieving goals with outdated sales methods is impossible
• Learn new techniques, including customer psychology, which they must adopt in their own sales style
• Practice how to earn sales from today's more demanding customer
• Consolidate techniques to convince even the most challenging customer, who did a thorough market research
• Understand that the customer's shopping experience with the seller, company and/or product in use plays a decisive factor in the purchase choice

Training Approach

For better effectiveness of this training course, interactive educational methods will be used to facilitate the delegates to understand the issues that will be developed fully. The delegates will be allowed to contribute and ask for feedback. Participation in practical exercises and problem-solving will be linked to the delegates working environment. The simulation will enable the delegates to assess their level of understanding of the delegates and provide constructive feedback accordingly.

The Attendees

This training course is suitable for salespeople working in retail or wholesale.

Likewise, it will be valuable to the professionals but not limited to the following:

• Business Development Managers
• General Managers of Small, Medium Enterprises
• Key Account Managers
• Regional Managers
• Sales Supervisors
• Store managers
• General Managers of Small, Medium Enterprises
• Marketing Managers & Marketing Executives who want to support their colleagues in Sales
• HR Managers and HR Executives who have the role of organising internal training programs for their sales teams

Daily Discussion

DAY ONE: THE SALE IN THE NEW NORMAL

• How has buying changed?
• The New Customer(s)
• Buying Personas and How they affect sales
• Talking vs Listening to the Customer
• Short-term results vs Long-term coverage of needs and profitability
• Creating value for the customer in the new normal

DAY TWO: THE NEW SALES CYCLE

• Identifying customer needs in Face-to-Face Selling
• Presentation Tools on Sales
• Characteristics of the Modern Seller
• Self-evaluation of our Selling Skills
• Identifying Gaps
• Preparing an action plan to fill the gaps

DAY THREE: VARIOUS CUSTOMER PERSONALITIES

• Do you sell to all customers or to those who look like you?
• Self-evaluation: My Personality Type
• What other personalities exist?
• How do we handle each type of customer?
  • Cheerful/Open-hearted
  • Melancholic
  • Irritable/Choleric
  • Phlegmatic
• Tips for successfully selling to each type

DAY FOUR: USING TECHNOLOGY FOR MORE SALES

• Sales Automation
• Why do we need to know our customers well?
• Breaking our clientele for better monitoring
  • The rule 1/4/15/20/40/20
• Selling Products or Services vs Selling Value vs Co-Creating Value
• Turning the customer into our partner

DAY FIVE: SALES NEGOTIATION

• How sales negotiation affects the company’s profitability?
• Dealing with Good Negotiators
• Evaluating our Negotiation Skills
• Negotiating on a Win-win Basis
• How to turn a win/lose negotiation into a win-win?
• The culture sales departments should have today