Course Overview
What really drives people to do business with you or your organization? Sometimes we tend to think it might be our expertise, product knowledge, great service, or even competitive pricing. Definitely all these factors are important, but in today’s crowded marketplace they are not enough to distinguish you from the others who offer the same products or services as you. There is one powerful distinction in sales that gives certain professionals a profound advantage: Regardless of what you’re selling, whether its products, services or advice, people buy based on feelings. They decide to buy when they experience certain feelings about a product or service and the person offering it. This programme will provide participants tools on how to maximize their sales potential by learning key emotional factors that drives human buying behavior and buying preferences.
Course Objectives
- Know the importance of sales ethics and its benefits to sales personnel.
- Represent their company and organization in a professional and very positive attitude.
- Understand buying behaviours and how to use it build relationships with potential customers and close deals.
- Raise understanding of customer profiles and personality types to enhance their sales.
- Effectively identify products/services key features and transform those into benefits that will meet client’s needs.
- Recognize the importance of communication in the shape of active listening and the power of recognizing verbal and non-verbal clues.
- Know messages that helps to retain customers/clients as well as enhancing their potential to buy/close a deal.
- Enhance their understanding in sales process.
- Better negotiate deals with clients by understanding the sales negotiation process.
- Recognize the importance of customer service in sales.
- Identify when and how to successfully close a deal.
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