High Impact Selling Skills - Inbound Selling (2D)

High Impact Selling Skills – Inbound Selling (2D)

(HISS/2D)

PROGRAM OBJECTIVES

Today’s marketplace is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you gain the attention of the prospective customer with your hooks and position the features and benefits of the products and services you represent in such a way that they will view you as a preferred choice?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the tele-selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills: Inbound Selling focuses on the following areas:

Active listening and discovery questioning

Cross-selling

Negotiation principle

Objection handling

Structured selling process

LEARNING FRAMEWORK

Training Outcome

After completing the training, you should be able to:

Close the sale with minimum effort and maximum results in revenue and profitability
Create a loyal relationship between the customer and your company’s range of products and services
Maximize the effectiveness of every customer interaction
Sell almost anything to almost anyone, every time
Use various selling strategies to develop winning solutions for your customers

Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated. They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation

Our unique experiential framework and implementation empowers you to:

Build and strengthen customers’ relationship with professionalism
Develop your personal unique selling style
Employ effective communication skills to different types of customers
Enhance listening skills and powerful non-verbal skills
Gain commitment to purchase in the shortest possible time
Identify origins of your selling behaviors and remove limiting beliefs about selling
Implement beliefs that build confidence in selling
Overcome objections effectively
Present the products or services persuasively
Sell with certainty
Take action to develop a resolute selling mindset and ethics in managing your customer base
Understand and employ the selling and buying process effectively

THE LEARNING PROCESS

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

Context setting
Building winning habits
Bills of rights
What is our sales vision
Mapping our plan

Module 2: Engagement – Setting The Stage

The Customer Relationship Dial
Handling first responses
Creating positive first impressions
Verbal and Vocal winning techniques
Transition statements

Module 3: Discovery – Questioning

6 discovery questioning techniques
The Funnel Model
Tight conversation
Power Up!
Asking purposeful questions

Module 4: Active Listening

6 active listening techniques
Driving meaningful conversations
Advanced interjection techniques
Prioritizing needs
Summarize and confirm

Day 2:

Module 5: Presenting

The Needs Pyramid
Matching needs with FAB
Value Drivers
Crafting effective sales conversations
Persuasive language techniques

Module 6: Objection Handling

Skepticism
Indifference
Misunderstanding
Drawback
The PLUS Model

Module 7: Variables

What are variables
Get and Give variables
Yes-No-Yes Model
Countering with variables
Objection handling role play

Module 8: Closing

Indicators Of Interest (IOI)
Clinical techniques
Emotional techniques
Directive techniques
Logical techniques