Selling for Profit
Premise:
Sales responsibility for profit requires that the selling process
be both company and customer oriented, holistic, disciplined in
methodology, and flexible in application.
Purpose:
To enable sales people to apply all fundamental selling skills
for profitable growth.
Outcomes:
Sales representatives will
- Learn to use change as a positive motivation
- Learn to adapt to different perspectives
- Be able to use a productive customer/call plan and delivery procedure
- Be able to communicate effectively
- Be able to make effective presentations
- Be able to resolve objections without being antagonistic
Learning:
- Current trends in industry
- Impact of change
- Selling from the right perspective
- Fundamental planning & call execution
- Key communication tactics
- ARUCON ä objection resolution process
- Optimizing Presentations ä format and process
Participants:
- All members of the
organization that call on customers
Format:
- Facilitator presentation and demonstration on new learning
- Individual and team-based workshops, case studies and tailored role
plays - optional videotaping
- Templates of specific action plans
- Individual, team and group facilitated feedback
Endorsement:
Pre-Requisite:
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