Why Attend
The Doctor of Sales workshop is not like any other sales workshop for the simple reason that it covers all types of Sales Models known in the business world. It is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general.
Workshop Methodology
The “Doctor of Sales” workshop is highly interactive. Participants will enjoy working with business cases extracted from real life situations taking them from understanding the situation to finding a solution. The workshop leverages role play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role plays foster confidence, analytical thinking, and teamwork
Workshop Objectives
By the end of the course, participants will be able to:
• Identify the behaviors and skills of a successful sales professional.
• Apply a structured and tested sales process to maximize every sales opportunity.
• Use appropriate listening & questioning techniques which will lead to a reduced level of objections & an increased level of sales.
• Anticipate objections and work up strong responses.
• Use different types of selling models such as: Consultative Selling – Trust Selling – SPIN Selling – AIDA – Competitive Edge Selling.
• Choose the right closing technique to earn the business.
• Differentiate themselves from competition through building better customer relationships
• Identify your own personality and understand core personality traits.
• Learn to read others easily and accurately.
• Win others’ trust quickly.
• Properly use cross-selling and up-selling techniques
Target Audience (Branches: Level 1 and 2)
This sales training workshop is designed for newly appointed and/or experienced salespeople, sales supervisors, sales support personnel, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.
Target Competencies
Partnering: Building relationships, communicating effectively, setting expectations – Insight: Evaluating the customer needs, gathering intelligence, and understanding business context – Solution: Aligning to customer’s needs, resolving issues, and managing success – Effectiveness: Leveraging the sales process, executing plans, and maximizing personal time – Communication skills with customers – Customer orientation – Emotional control – Empathic outlook – Influencing others – Self confidence
Workshop Outline
THE CHANGING BUSINESS ENVIRONMENT
• The evolution of personal selling
o Marketing
o Consultative
o Strategic
o Partnering
o Social
• The new sales competencies
• Behaviors, characteristics & skills of a successful salesperson
• Assessing performance according to specific sales indicators
• The 10 root causes of sales problems
• Latest selling approaches
PREPARATION & SELF-ORGANIZATION
• Personal management
o Self-mastery
o Personal planning
o Self-talk
o Personal image
• Time management for salespeople
• Understanding the psychology of selling
• Developing strategies for sales success
PERSONALITY PROFILING & COMMUNICATION - DISC
• The four laws of effective communication
• Communicating for results
• Components of passive, assertive & aggressive styles
• Effective listening & paraphrasing techniques
• Understanding different listening styles
• Assessing personal listening profiles
• The five types of effective listening
• Mehrabian’s 55-38-7 rule & body language
• The Right Brain/Left Brain Exercise
• The Brain & its personalities – A scientific approach
• Identify your own personality & others
• Personality traits and behaviors
• Winning and influencing others through TRUST
• Selling according to the client’s personality
• Positives and challenges of each personality
Managing the Customer Relationship
• Basics of building customer relationships
• 5 rules for successful relationships
• The essence of attitude in relationship building
• The art of sales communications & influencing outcomes
THE SALES PROCESS
• The Doctor of Sales VS the Sales Dealer
• Prospecting and qualifying
• Pre-approach
• Approach
• Presentation and demonstration
• Overcoming objections (the three steps approach)
• Closing (six types)
• Follow up and maintenance
Conclusion
- Recap
- Action Plan
All videos, role plays, exercises, business games, case studies, etc… are all client sector related.