Target group：

Sales team

Training purpose：

This two days training course will focus on professional selling techniques, such as how to make opening, how to ask the right question, how to promote the products and how to seal a deal. Professional means it won’t deal with rely on the Chinese “relationship”, instead, it will use logical and psychological method to talk with customers to find their needs and provide right products to meet the needs and offer benefits to the customers. This is called consultative selling skill and aimed to build up longer, deeper and closer relationship with their customers.  

On the second day of the training, it’ll also give a brief introduction of what is selling negotiation skill and what is key account management skill, so that the participants will be able to lay down a solid foundation, to obtain the systematic necessary skill set, and get ready for next step of training (negotiation skill training and key account management training).  

     Duration：

Two days (9 am ~ 5 pm)

Syllabus：

Morning of day one:

· How to understand the relationship among Price, Demand & Supply

o Understand the S-D-P curve

o Understand the difference between Marketing and Sales, get the right information

· To be a smart sales: identify human needs and business needs

o White-board exercise：human needs and business needs

o How to deal and satisfy the 2 kinds of needs?

· 4 selling skills (opening, questioning, promoting product, seal a deal):

o Opening skill (3 steps)

§ How to make a professional & effective opening?

§ Participants opening exercise

o Questioning skill:

§ 3 styles of questioning (open, close, follow up)

§ 3 steps of questioning

§ How to ask the right question?

§ What is called SPIN skill?

§ Participants exercise

12.00 – 13.00 （Lunch break）

Afternoon of day one:

o How to successfully promote your product?

o Promoting skill (the timing and the skill)

o link your product with the customer needs and benefits

o Develop and find out the needs behind the needs

o Use SPIN when customer not really keen on your product

o How to deal when customer misunderstands your product

o How to deal when customer does not satisfy with your product

o Participants exercise

Morning of day two:

· Review the first day training content and Q&A

· The skill of 3 steps to lead to agreement with customer

o Highlight the benefits agreed by the customer

o Make a next step suggestion

o Verify the customer’s /confirm/iation

o Participants exercise

· Consultative selling versus transactional selling

o What does consultative selling focus on:

§ How to develop loyalty customer?

§ The benefits of loyalty customer

· Deal with different customer styles - the DISC skill

o DISC skill exercise

Afternoon of day two:

· Successful selling needs a unique story

o Example of the story

o Exercise: how do we make our own product story?

· The selling systematic skill-set:

o What’s the target of selling and negotiation?

o How to deal with negotiation?

o Why we can’t get into price negotiation too early?

o What’s the right timing to start negotiation?

o KAM – what’s called key account management?

o How to build up key account database?

· Summary of the training and Q&A session

  End up training