Selling skills are all about learning how to identify the
process consumers go through when deciding on a purchase. The application of
appropriate selling techniques and skills at every stage of a sales process
helps in closing more business than usual. Key skill areas included in selling skills training include new
business prospecting, call planning, identifying the needs of customers, value
presenting, managing feed backs, and gaining motivation and commitment.
Any purchase
decision by a customer generally goes through a five-step process.
1.
Openness
2.
Focus
3.
Knowledge
4.
Evaluation
5.
Decision
It is important
for sales people to coordinate their sales process with the decision making
process of the customers. Selling skills training helps sales team in the
coordination and hopes to achieve the following.
1.
Building of
effective relationship with the customers
2.
Research
strategies to generate greater interest among customers
3.
Techniques to
identify the business priorities of customers
4.
Tips to overcome
challenges and objections
5.
Motivation and
commitment
The training
provided is based on the concept that every organization is unique with its own
processes, culture and challenges. Personalized training programs for every
organization are offered with case studies, examples to better address the
sales and challenges. The training is devised based on relevance to the
participants. It is important to be an effective sales person without having to
resort to pushy sales tricks.
All professionals
be it sales professionals or non-sales professionals, require selling skills at
some point of time. Learning how to generate and pitch your idea or service
effectively is a useful skill to possess. Putting in plenty of preparation time
is a good rule in successful selling skills. Customers tend to be more
receptive with people who are thorough selling professionals.
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