Psyche Selling: Understand Customers & Make the Sale
2 Day Course
As you might have heard of them, the most common challenges faced by sales people in any country, and across nearly every industry, are as follow:
- Unable to generate enough high quality leads and prospects;
- Unable to get through gatekeepers to the key influencers and decision makers;
- Unable to communicate well to understand customers’ hidden needs;
- Unable to manage the right relationships to win the sale;
- Unable to take full control and responsibility of the sales process;
- Unable to deal with customers’ objections effectively and close the sale.
Having these concerns in mind, the “Psyche-Selling TM” programme is created as a result of 1-to-1 coaching with sales people from a variety of industries across 13 cities in Asia.
This programme has been tried, modified, and re-tested to make sure that it delivers results for sales people, especially in the Asian context.
Programme Outline 课程纲要
|Time 时间||Day One 第一天|
|9:00-10:30||Why Some Sales People Succeed While Others Fail:|
What are some of the winning and losing ways in sales
How to be committed and stay motivated to achieve goals and targets
Exemplary behaviours and competencies of great sales people
Using Word Pictures? to define what are some of the desired behaviours of good sales people in your organization
使用Word Pictures? 来定义在你的公司中什么才是优秀销售人员应具备的行为
|10:45-12:30||Prospecting and qualifying the right kinds of customers:|
Understanding why customers buy and their mindsets
Qualifying the right kind of customers
Managing your sales cycle
Exercise: Who should be your qualified customers
|13:30-15:00||Communicating with Customers: Opening and ending your sales call|
How to state your meeting objectives that make customers interested in you
How to communicate a concise benefit statement
How to end your sales meetings
Exercise: drafting your opening and benefit statements
|15:15-16:30||Sales communication: Gathering needs:|
Why do you need to ask questions
Asking questions that will make the customer want to answer
Observing positive/ negative signals
Exercise: Making a list of the questions to ask
Role Play: Questioning Skills
|16:30-17:00||Day One Wrap Up|
Summary of Key Learning Points
Prepare for Day Two
|Time 时间||Day Two 第二天|
|9:00~10:30||Recap of Day 1|
Sales Communication Role Play: In-depth probing skills and exploring consequences
|10:45-12:30||Sales Communication: Presenting your solution|
Identifying the key issues that customers want to know
3 main components of how to suggest your solution
Suggesting your solutions and value according to the prospects needs and interests
Structuring your offer
Getting prospects’ feedback
Presentation scripting and role plays
|13:30-15:00||Managing customer relationships|
Finding out who else will be influencing the sale
How to get introduced to other buying influencers
How to follow through effectively without appearing too pushy
Role Plays: Getting introduced to more buying influencers
|15:15~16:30||Negotiating to an optimal outcome|
How to handle price objections effectively
How to say “No” when you need to
Mitigating customers’ concerns
Role Play on objections handling
|16:30~17:00||Day Two Wrap Up|
Summary of Key Learning Points
Objectives and Benefits 课程目标和学员受益
By the end of the training programme, you shall be able to:
- Be committed and motivated to achieve your sales goals;
2) Prospect and qualify for targeted customers;
3) Probe and gain customer insights by asking the right? questions;
4) Follow through with the right buying influencers; and
5) Handle objections and other sales negotiations with ease.
This workshop consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants so that these will be a constant source of reference to them. Ample time will be allotted for group discussion.
Who Should Attend 培训对象
This workshop is designed especially for Sales People, Sales Managers/ Supervisors who are dissatisfied with any training they have attended before, and want something that WORKS!
FAQs – Frequently Asked Questions
- Can this course be held at our offices?
Yes all of our courses can be held at your workplace. We also have workshops and customized training options. If you wish to know more please contact us.
- Will I need to bring anything on the day?
No you do not need to bring anything apart from yourself and your eagerness to learn. We will provide the rest including pens, worksheets and also lunch.
- What if I decide to cancel? Can I receive a refund?
Due to limited places and availability for each session, you will only be able to cancel by providing us with 2 weeks advance notice of the set date to receive a full refund however you will be able to rearrange and attend a later upcoming course by providing us with at least 72 hours notice.
- Where are your training locations?
Currently we have training locations in some of the major cities of China, Hong Kong, the UK and Ireland.
If this course is of interest to you then please contact us for more information.