Seminar Objective:
The objective of the seminar is to enable participants to understand the importance of the sales profession in today’s reality, gain an in-depth understanding of the sales process, adopt good practices and sales development methods, improve their negotiation tactics and acquire a comprehensive understanding of all issues related to the field of sales.
This seminar is an ideal tool for sales professionals and a guide to all those positive and methodical actions that will help them earn the trust of their customers, even when those customers are highly informed and demanding. According to the book of the same title, “Don’t Sell! Make Others Buy!”, on which the seminar methodology is based, “Selling is an active and not a passive process, requiring effort and creativity.”
Methodology
The seminar is workshop-based and aims at the development of personal skills through a comprehensive approach to professional sales adapted to today’s requirements, using practical sales tools, case analyses, exercises, templates and examples, intended for both sales consultants and sales managers.
Who should attend:
Executives and experienced employees of Financial Departments, consultants, sales managers and anyone involved in sales either operationally or in a supervisory role and who has relevant experience.
Seminar Content:
- The role of sales
- The sales process
- Types of sales
- Setting sales objectives
- The persuasive sales process
- Modern forms of sales
- Sales consultant skills in identifying needs, solving problems and presenting solutions
- Building long-term relationships with customers that lead to repeat sales and referrals to other buyers
- The purchasing needs and expectations of each customer
- Handling customer objections
- Flexibility skills in the application of the sales process