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Selling Skills: Two Day(s) Training Programme

The two-day training programme focuses on developing essential selling skills. Day one covers the consultative sales process, customer orientation, and customer communication. Day two focuses on effective sales presentations, cross-cultural sensitivity when dealing with U.S. customers, and closing the deal. A variety of teaching methodologies are used including group discussions, role plays, simulations, and presentations to provide both conceptual learning and real-world selling scenarios.

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Mangesh Abnave
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125 views3 pages

Selling Skills: Two Day(s) Training Programme

The two-day training programme focuses on developing essential selling skills. Day one covers the consultative sales process, customer orientation, and customer communication. Day two focuses on effective sales presentations, cross-cultural sensitivity when dealing with U.S. customers, and closing the deal. A variety of teaching methodologies are used including group discussions, role plays, simulations, and presentations to provide both conceptual learning and real-world selling scenarios.

Uploaded by

Mangesh Abnave
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Selling Skills

Two Day(s) Training Programme:

 Delivery Type

 Instructor-led Classroom

 Course Content

 Selling skills [Day One - 9:00 am to 1:00 pm]

The Consultative Sales process

 Key skills and approaches for all stages of the customer’s buying process

 Positioning yourself positively, gaining credibility early, developing a sales attack


plan based around user style and objectives

 Decision-making criteria – develop the criteria with the customer and in doing
so progress your sales opportunity more accurately

 How best to differentiate your solutions against key major competitors by


better influencing needs and requirements

 Handling Apprehensions – the DARE strategy [Deny / Admit / Reverse /

Explain] [Methodology - Conceptual Learning & Facilitator’s inputs, Group Discussion,

Simulations]

 Customer Orientation [Day One - 2:00 pm to 3:30 pm]

Customer Psyche

 Understanding the Customer’s Mind

 A salesperson’s perceptions about the Customer

 The Customer’s perceptions about salespeople

 General Assumptions about Health Products

 Principles of Gaining ‘Mindspace’

[Methodology - Introspection Exercises & Syndicated Presentations]


 Customer Communication [Day One - 3:30 pm to 6:00 pm]

Listening Skills

 Flaws in the Listening Process Steps of Active Listening

 Rapport Building

 Three Essential Stages of Customer Relationship

Management: Creating Relationships

Building Relationships

Maintaining Relationships

 Importance of Probing

 Identifying Core & Augmented Expectations Funnel & Lamp Technique

 Customer Feedback: Listening & Interpreting Acknowledging & Responding the


Six Steps of Empathy

[Methodology - Group Activities - Written & Verbal, Role plays, Conceptual Learning
& Facilitator’s inputs Syndicated Presentations]

 Effective Sales Presentations [Day Two - 9:00 am to 11:00 am]

Presentation Skills

 Being Descriptive

 The 3 Vs of Sales Presentations

 FAB technique – Features, Advantages, Benefits the Benefits Approach vs. The
Push Approach Telephone Etiquette – Dos & Don’ts

[Methodology - Facilitated Discussion & Study, Simulations - Mock Calls]


 Cross Cultural Sensitivity [Day Two - 11:00 am to 3:30 pm]

 The Challenges of International Selling – U.S customers

 Cross Cultural Differences [U.S <>

India]: Communication Style

Concept of Time

 Avoiding Cultural Mis-communication: Getting rid of Assumptions & pre-


conceived notions about Americans

 Professionalism – Handling American English Word Usage – High Impact Errors

 Avoiding Indianisms – Impact on Comprehension

 Phraseology – Using the right word in the right place when speaking with Americans

[Methodology - Group Discussion, Introspection Exercises, Conceptual Learning &


Facilitator’s inputs & Simulations - Mock Calls]

 Closing the Deal [Day Two - 3:30 pm to 6:00 pm]

 Topics covered

 Making a ‘Recommendation’, not a ‘Pitch’ Gaining Commitment – ‘Trial


Closing Questions’ Asking for the Order – When & How

 Know when to ‘press’ & when to ‘let go’

[Methodology - Audio Playback of Pre-recorded Calls, Simulations - Mock Calls]

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