Selling Techniques

Background Note –
Need –

  1. You sell something all the time, even if you are not in the profession of sales. So even an act of influencing someone to do something is an act of selling your idea or an interview is an act of sale of your time as the right remuneration.
  2. To some, selling comes naturally while others struggle to influence others. Creating or maximizing the value of a proposition follows a specific structured methodology which some are aware of instinctually while others don’t have a clue about.
  3. Even those adept at the art / science of Selling and Influencing, sometimes take short-cuts or are not consciously aware of what worked in the past, works today and what needs working on.
  4. The world has changed with Technology and Reach / Branding / Consumer Behaviour & Expectation of the Customers have also undergone a massive shifts. Though underlying human behaviour remains the same, the changes have permeated deeply and are here to stay; moreover, even they are undergoing rapid changes, themselves.

 

The program focuses on providing a deep understanding of what influences the sale, today. It focuses on the new means of generating leads, branding and reach. In a World of high availability of information and of connectivity, the program helps the participants to understand their Customers, their shifting need patterns and address the life-cycle of the sale.

Intended Audience –

  1. Sales Professionals,
  2. Entrepreneurs and
  3. Management Students.

Pedagogy –

  1. A meeting with the Stakeholders to discuss the intended outcome of the Program.
  2. Discussion with the Team, in part or whole, to discuss their perspective on the program.
  3. Training Imparted using
    1. Theoretical Concepts and Strategies for each Stage
    2. Case Studies
    3. Videos
    4. Logical & Physical Experiments
    5. Hands-on Exercises
      1. Individual Exercises
      2. Role Plays
      3. Group Exercises

Program Structure –

  1. Background & History of Sales, Influence & Selling Techniques
  2. Knowledge as a key Component of Sales
    1. Product / Service
    2. Customer
    3. Competition
    4. Enablers of the Sale and the Environment
  3. Stages of the Sale
    1. Pre-Sale
      1. Lead Generation & Prospecting
      2. Reaching out to the intended Lead & Qualification
      3. Gaining Trust
    2. Sale
      1. Questioning Techniques to understand the Customer & their needs
      2. Presenting your product or service as a Solution, professionally, to offer value and solve the Customer’s needs.
      3. Objection Handling Techniques.
      4. Techniques of Closing the Sale or Gaining Agreement.
    3. After-Sale
      1. Asking for references
      2. Ensuring Cross-selling / up-selling
    4. Being part of the Community
      1. Website
      2. Blogs
      3. Exhibitions
      4. Conferences
      5. Professional Journals presence