Overview:
Many sales people fall into the trap of talking too much. They just can't wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.
This one day extensive sales training program will guide participants towards uncovering the "Right" skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer's needs, this program will enhance sales staff's ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
Course objectives/Learning Outcome:
By the end of this training course participants will be able to:
- Understand what is needed to have both the right skill set and mind set to sell
- Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets
- Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience
- Understand the different behavioural styles and personality types and how to sell to each buyer type
Who can attend?
- All sale and direct marketing oriented professionals engaged or wish to build their career is sales and marketing field (insurance, Bank, Financial institution, Real estates, pharmaceuticals, Building materials, food industry, retail chain, logistics, supply chain, Apparels, FMCG)
- All those who are involved in personal selling/ one to one selling and personal sales management
- New graduates or young entrepreneurs interested to start sales oriented new business
Methodology
- Role based on practical or real life scenario, individual/ group experience, sharing interactive lecture, power point presentation, group work/ exercise/ case study, video clips & Q & A
- Global market Scenario
Contents of Training:
Module 1 : Introduction and Course Overview
Module 2 : Why Do We Contact Our Customers?
Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered:
- How Your Company Benefits From Customer Contact
- How Your Customer Benefits From Contact With You
- How You Benefit From Customer Contact
Module 3 : Starting Out in Sales
A great introduction to sales with a discussion centred on this unique study of two different styles.
Topics covered:
- Case Study: Sumon the Sales Newcomer
Module 4 : The Sales Process
Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
Topics covered:
- The Four Steps of a Sale
- How the Sales Cycle Works
Module 5 : The Fear Factor in Sales
Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
Topics covered:
- Defining the Fear Factor
- The Myth of the Fear Factor
- Overcoming the Fear Factor
Module 6 : Attributes of a Good Sales Person
Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
Topics covered:
- Core Attributes You Need to Succeed
Module 7 : The AIDA Sales Model
Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
Topics covered:
- Outline of the AIDA Model
- Attention - Getting Your Customer
- Interest - Creating Interest in Your Customer
- Desire - Motivating Customers to Buy
- Action - Closing the Sale
Module 8 : Core Selling Skills
Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
Topics covered:
- Communication Skills in Sales
- Questioning Skills
- Listening Skills
- Getting Organised for Sales
Module 9 : Handling Objections
Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
Topics covered:
- Types of Objection
- Good and Bad Practice when Dealing with Objections
- Objection Handling
Module 10 : People Buy From People
Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
Topics covered:
- The Rules of Likeability
- The Importance of Empathy
- Preparing to Influence Others
Module 11 : Making Action Plans
Start your successful journey into sales by using a template to enable a step by step approach.
Topics covered:
- Your Plan for Sales Success
Module 12 : Your Personal Action Plan
Md Ashraful Kabir
Director
Servio Canada Ltd.
Professional Highlights:
- Risk Management from University of Toronto
- Time management skills to ensure all requests for information from lines of businesses
- Effective communication skills in order to document review and assessment with conclusions
- Organizing, team building, interpersonal relationship, initiative, analytical, results orientation
- Problem-Solving, Decision-Making and Influencing skills to resolve difficult or escalated disputes
- Determine appropriate solutions
- Working knowledge of Financial products & procedures to provide advice to customers.
- Analytical skills to identify retention risks and determine cross-sell opportunities.
- Worked as Pricing and forecast Analyst for a global telecom company.
- Completed 4 week financial modeling and valuation course on derivative market
- Post Graduate Diploma in Financial Planning which includes Canadian Securities Market details
Professional Experience (Guest Lecturer):
Limkokwing University Malaysia
Academy of Learning, Canada
Ryerson University, Canada
Islamic University Chittagong Bangladesh
Southeast University Bangladesh
Professional Work Experience:
Senior Specialist – Retail Lending
FirstLine Mortgages CANADA
CIBC Bank Toronto, CANADA
Enlisted Freelance Financial Advisor – Guide Point Info Services.
New York, USA
Sales & Customer Service Consultant
The Hudson’s Bay Company, Scarborough, ON, CANADA
Manager - (Training & Projects)
Oxford Information System Ltd., Dhaka, Bangladesh
Analyst, Pricing & Forecasting Department
GrameenPhone Ltd. (Telenor, Norway), Dhaka, Bangladesh
Education Highlights:
Risk Management
University of Toronto
Diploma in Computerized Accounting
AOL – Canada
Post Graduate Diploma Financial Planning
Centennial College Canada
Leadership Development
Limkokwing University Malaysia
MBA Financial Management
MIST, University of Dhaka, Bangladesh
Diploma in Personnel Management
BIM, Dhaka, Bangladesh
BBA Finance and Banking
University of Rajshahi, Bangladesh
Investment Banking Institute
(IBI, USA), Toronto, ON:
Topic: Intensive financial modeling and valuation
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Date September 13, 2019
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Time 09:30 am - 05:30 pm |
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Duration 1 Day
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Reg. Before September 10, 2019 |
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Vanue NRB Jobs Training Center
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N/A