Sales Training in Dubai: Power Selling

Layers of a typical sales funnel.Image via WikipediaPower Selling
Meirc Training and Consulting
Dec 4 - 8, 2011 Dubai
Program Objectives:
By the end of the program, participants will be able to:
  • Identify the behaviors and skills of a successful sales professional.
  • Describe different types of selling models.
  • Understand prospecting and be able to conduct a powerful sales call.
  • Use a customer centered selling approach to provide value.
  • Choose a closing technique to earn the business.
  • Manage the customer relationship on an ongoing basis.
  • Develop an action plan to apply new skills
This Program is designed for:
Sales people, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.
Program Outline:
Selling Skills Assessment
  • Sales Competency Model
  • Behaviors, Characteristics and Skills of a Successful Salesperson
Types of Selling
  • Strategic Selling and Buyers Influence
  • Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
  • Retail (Face-to-face) Selling
  • Relationship (Consultative) Selling
  • SPIN® Selling: The SPIN® Sales Model
  • Characteristics of Different Selling Models, Types and Structures
Sales Closing
  • Attitude of the Sales Professional
  • Dealing with Customer Objections
  • Various Closing Techniques
  • The Feel Felt Found Approach
  • Strategies to Respond to Common New Business Objections.

Relationship Management (Partnering with Customers)
  • Technologies or Methods for Maintaining Customer Information CRM
  • Strategies to Maintain Communication with a Customer
  • Customer Marketing Pyramid
  • Relationship Marketing
  • Consultative Selling
  • Life Time Value of a Customer (LTV)
  • Conflict Handling
Sales Win-Win Negotiations
  • The Phases of Sales Negotiations
  • The Harvard Model Applied to Sales Negotiation
  • The Art of Bargaining and Concessions Handling
NLP and Emotional Intelligence in Selling
  • What is NLP?
  • Implications for Marketers, Sales Advertising People
  • Hypnotic Marketing and Hypnotic State Inducing Vocabulary
  • Mind Reading
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