Nasr City, Cairo
73 Mostafa El-Nahas St.,

Professional Sales Skills and Techniques

Professional Sales Skills and Techniques

=> Learning Objectives

  • To provide each attendee with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
  • To look at the key stages of a sale, and clearly identify areas where each attendee needs improvement
  • To provide attendees with many practical tools that will lead to improved personal performance in their day-to-day work in sales
  • To help attendees gain new momentum for their sales development
  • To improve the ability of each attendee to look at various problems in sales with a completely fresh perspective
  • To provide each attendee with a range of helpful and practical suggestions to enable them to improve their overall sales performance

=> Course Agenda

=> Day One

      • An Introduction To Sales
      • The Link Between Customer Service And Customer Loyalty
      • Why Companies Lose Customers
      • The Magic Secret Of Sales
      • The Role Of The Professional Salesperson
      • Persuading People To Buy
      • Your Responsibilities To Your Company And Your Customer
      • How Good Are You At Understanding Sales Terminology? – A Questionnaire To Test Your Knowledge
      • Sales Vs. Marketing Vs. Negotiation – What Is The Difference?
      • The Marketing Mix
      • The Ten ‘P’s Of Marketing
      • Sales Success – The Management Of The Marketing Mix
      • The Seven Key Steps Of A Business-To-Business Sale
      • The Salesperson’s Five Deadly Errors
      • The Four Key Areas Of Knowledge Needed To Sell Effectively
      • The Qualities Required In A Professional Salesperson
      • How To Sell Professionally
      • Understanding The Psychology Of Selling
      • Why Do People Buy? Anything?
      • What We Sell And What Our Customers Buy
      • The Benefit Concept
      • Identifying Customer Needs
      • The Key Questioning Techniques For Effective Selling

=> Day Two

        • Customer Segmentation
        • Tangible And Intangible Reasons Why People Buy
        • Effective Communication In Selling
        • Learning How To Influence People
        • Understanding The Key Aspects Of Communication
        • The Five ‘C’s Of Good Communication
        • The Five Qualities Of An Effective Communicator
        • Etiquette For Client Meetings
        • The Importance Of Body Language In Selling
        • Asking The Right Questions
        • Good And Poor Listeners
        • Effective Time Management
        • Time Management Quiz
        • The Definition Of A Good Time Manager
        • Identifying Personal And Environmental Time-Wasters
        • Ten Rules To Help You Manage Your Time Effectively
        • SMART(ER) Objectives
        • Planning And Organizing For Sales Success
        • Time And Territory Management
        • Understanding The Importance Of Key Ratios In Selling
        • Sales Plans And Forecasting
        Planning To Achieve Targets – A Case Study

=> Day Three

      • Finding Customers / Prospecting
      • How To ‘Qualify’ Your Prospects
      • How To Make The Right Appointments
      • The Telephone Appointment Plan
      • Making A Professional Approach – Each And Every Time!
      • Writing For Appointments
      • Presenting Your Sales Case
      • The Use Of Visual Aids In Your Presentation
      • Preparing And Writing Proposals – What To Include In A Professional Proposal
      • Objections – Obstacles or Opportunities?
      • How To Handle Objections
      • How To Overcome Price Objections
      • Most Frequently Asked Questions
      • Closing The Sale – Different Closing Techniques
      • After Sales Service – Building Long-Term Customer Relationships
      • Staying Close To Your Customers

=> Who Should Attend:

  • The business-to-business salesperson with some experience in sales
  • Anyone wishing to move into sales
  • Someone who has been newly appointed to a sales position

Anyone thinking of ‘business-to-business’ sales as a career.



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