Course objective

• Identify and understand the different styles of customers and successfully deal with each style.
• Behave professionally and Establish Credibility with customers.
• Effectively implement the Selling Process.
• Efficiently probe your customer’s needs, handle their objections and close the deal with them.
• Reach win/win situations with customers during negotiations.
• Create and deliver effective sales presentation to influence the customers’ perceptions.
• Overcome the most difficult & common objections.
• Learn advanced techniques to close the deal.
• Understand and learn when and how to start the Up-selling process.
• Understand and learn when and how to start the Cross-selling process.

Course outline

• Discover and cope with your customer’s style

• Bases for classifying People
• Social Styles Matrix
• Characteristics of each style
• How to deal with each style
• Discover your own Style (self-assessment)
• Adjusting Social Styles to fit your customers
• Reactions under Stress

• The 6 steps selling process

• Planning and Preparation
• Approaching the customer.
• Probing customer needs (the Spin Model).
• Product Presentation.
• Handling Customer Objections.
• Closing the Deal.

Sales Techniques

• Up -Selling:  
• When to start Up-Selling?
• Your mindset and attitude during the Up -Selling Process
• Up-Selling steps and techniques

Cross-Selling

• When to start Cross-Selling?
• Your mindset and attitude during the Cross-Selling Process
•  Cross-Selling steps and techniques
• Modern Negotiation Tactics
• The RED / Blue Negotiation Game

Presentation skills:

• Dress for success: looking your best
• Proper Presentation
• The different Dress Codes

Business etiquette tips for executives:

• Communication etiquette: saying and doing the “right” things
• Etiquette on the move
• Rules for office etiquette

Case Study

• Presentation preparation
• Presentation delivery skills with visuals
• Presentation physical skills
• Questions and answers techniques