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Who Should Attend

All senior sales representatives and professionals, Key account sales staff and sales managers and supervisors.

Objectives

By the end of the program, Participants will be able to:
• Respond to customers' needs in order to adapt their selling approach to those needs
• Provide advanced selling knowledge and skills for dealing with customers' objections and closing the deal.
• Gain awareness of professional behavior during all phases of the sales call.
• Obtain an understanding on how to develop a long-term relationship and partnership with their customers

Program Profile

Targeting your Market

• Competitive Analysis
• Market Segmentation
• Product Positioning

The New Selling Process

• Stages in the selling process
• The sales Competency Model

The Art of Negotiations

• The 5 Negotiation Styles
• Barriers to successful Negotiation
• The Do's and Don'ts of Negotiation

Building a Long –Term Relationship with Customer

•List of critical Variables
• Stages in relationship Selling
 

CERTIFICATION REQUIRES ATTENDING AT LEAST 90% OF THE TOTAL SESSIONS.

Material: English Handouts

Duration : 24 hours