Sales Foundations

This comprehensive programs will equip your sales teams with a step by step methodology for developing basic selling skills and also the fundamentals of developing a sales plan.

We help salespeople understand the customers buying process.

We learn participants how to look beyond their own selling priorities and adapt their offer to meet customers buying priorities.

This are fundamental principles for an healthy sales organization.

1.1 Selling Skills Program (SSP)

Team Build

SSP is a step by step guide through the complete sales process. It was developed on the expertise of JTI „Sales Pyramid” selling model used in more than 40 countries.

This program will cover each step of the sales process from researching your prospective clients and creating SMARTER objectives, opening the sales call, asking value driven questions, presenting the benefits to customers , to closing the sale and developing the account.

Sales people will discover how to speak with customers. Not about products and benefits, but about the customer and his current background so that they can adjust their conversation to correspond to the customers needs.

BENEFITS:

  •  OWN the conversation – participants will learn key selling conversational skills enabling sellers to engage customers and accurately identify the customer needs and wants developing a strong buyer-seller relationship
  •  ASK the right questions – use thoughtful questions, to develop a clear understanding of the customers needs and why they are important. We will teach a unique technique, called chunking to conduct the conversation
  •  MANAGE Customer Concerns – Recognize and resolve customer concerns, by using chunking methodology and openly address customers skepticism. Be confident in managing the six most common types of challenging customers.
  •  CLOSE the deal- Discover and practice our model to secure customer commitment

DURATION: 3 days


1.2 Selling Skills in Action (SSA)

Team Build

This is a second part of our popular Selling Skills Program. It was developed as a practical follow-up for the first session. The purpose is to consolidate the understanding of our basic selling skills through role play practice and feedback.

We will also observe and record your performance so that we can make required adjustments. It is a highly interactive and unforgettable experience!

BENEFITS:

  •  We will take your consultative questioning skills to the next level.
  •  We will maximize client relationships by using interpersonal style profiling
  •  We will learn how to identify both good and bad practice and give objective feedback to others

DURATION: 1 day