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Selling is no longer just about closing the deal. It isn’t about checking a box and moving along to meet a sales quota. With stiff competition, salespeople nowadays must consider every aspect of the business, shifting from a purely tactical focus to developing an overall strategy that will produce sustained success.
Develop resilience to keep moving forward in achieving sales goals
Spot opportunities to maximize in the new selling environment.
Revisit or refine selling techniques & approaches to improve selling effectiveness
The course will be beneficial to account executives, sales agents, professional medical representatives, telemarketers and anyone who is learning the skill of selling. Entrepreneurs and those in the field of marketing and operations will also benefit from this course.
Positive Thinking
Context (VUCA)
Clarifying your goals
Overcoming limiting beliefs
Unhelpful thinking style
Focus on “want goal” and “can control”
What has changed?
Customer engagement
Customer behavior change due to Covid19
Walking in the shoes of the customer (think, feel, do)
External & internal changes (market, competition, internal capabilities)
Competitive Selling
Customer service vs selling
Principles of selling
Sales process
Needs identification process - how to ask the right questions
Positioning your product & communicating it’s value proposition
Prospecting & Closing the Sale
Best practices in prospecting
How to overcome sales objection
Negotiation tactics
Closing with confidence
Sales management approach (start, continue, stop)
Program Schedule:
Day 1 & 2: 9:00am-11:30am
Day 3: 9:00am-12:00nn
Introductory Rate:
Php 5,040 (Php 4,500 plus 12% VAT)
Feb 15 - 17, 2012
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