OBJECTIVES OF THE WORKSHOP

Upon completion of this training, participants will be able to:

• Distinguish traditional sales from advisory sales
• Determine the roles and the necessary skills needed for effective sales and improve them
• Enumerate and apply the steps of the sales process
• Make a thorough analysis of hidden customer needs and improve technique interactive dialogue
• Distinguish types of clients and adapt to their style of conversation
• Build a sales process based on benefits
• Use a variety of strategies and sales tactics
• Deal with customer objections
• Use techniques of closing sales talks

TRAINING PROGRAM

• Advisory sales and traditional sales
• The role of the sales representative and the necessary skills needed for effective advisory sales
• The elements of the sales process
• Reaching the hidden needs of customers
• Customer types and style of conversation
• The art of selling benefits
• Dealing with customers’ objections
• Closing the sales process