Name of the course : SELL & EXCEL
Duration of the course : 3 days (21 Hrs)
Objectives : Knowldge
-
To learn a framework for client based consulting
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To understand how motivation drives behaviour
-
To understand how skills can be applied in a variety
of contexts
Skills
-
To build and maintain effective client relationship
-
To improve questions and listening skills
-
To develop influencing and problem solving skills
-
To be able to prepare for and contact effective
interventions with customers.
Attitude
-
To develop greater self awareness and internal control
-
To take responsibility for ongoing development
Day 1 : Aims and objectives
Personal
profile
Values
and outcomes
Building
beliefs
Motivation
& Goals
Motivational
Video show
Team
discussion & Team building games
Day 2 : Understanding your business
Consultative selling -
EDICT
Building
commitment - SPIN technique
Role
play on SPIN
Video show – Effective sales/ SPIN
Sales
structure
Discover
your clients motives
Day 3 : Hill tops
Communication
skills
Working
with team – Team work game
Video
show – Effective Communication
Personal
style
Marketing
your offer
Principles
of personal management
Action
planning
Specifically this course will develop skills and awareness in:
-
Building better client relationships
-
Deep understanding on sales process
-
Proposing value added services
-
Closing and gaining clear agreements with customers
-
Arranging appropriate servicing and follow-up
This is an effective sales training module which benefited many sales
organizations and sales professionals.
The full course is based on NLP technique.
Louis Britto
MD & Head of Training
