Program Objectives:

By the end of the program, participants will be able to:

* Respond to customer needs in order to adapt their selling approach to those needs.
* Provide advanced selling knowledge and skills for dealing with customer objections and closing the deal.
* Gain awareness of professional behavior during all phases of the sales call.
* Explain how to develop a long-term relationship and partnership with their customers.

This Program is designed for:
All senior sales representatives and professionals, key account sales staff and sales managers and supervisors. This program is worth 25 NASBA CPEs.

Program Fees:
Per participant - USD 2750
Frequent nomination - USD 2475
(including coffee breaks and a buffet lunch daily)
One extra free place for every 2 paid nominees on the same program and dates
Discount Plans, Refunds & Cancellations Policy

Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.

Program Outline:

Targeting Your Market

* Competitive Analysis
* Market Segmentation
* Product Positioning
* SWOT Analysis

The New Selling Process

* Stages in the Selling Process
* The New Selling Process
* Recent Trends in Personal Selling:
o Relationship Selling
o Consultative Selling
o Team Selling
o Sales Force Automation
* The Sales Competency Model
* Dealing with Difficult Personalities
o Understanding Clients
o Examples of Difficult Behaviors

The Art of Negotiations

* The 5 Negotiating Styles
* Barriers to Successful Negotiation
* The Dos and Donts of Negotiation

Building a Long-Term Relationship with Customers

* Definitions of Customer Service
* Elements of Customer Relationships
* List of Critical Variables
* The Four Trust Builders
* 7 Things Every Salesperson Needs to Know

Pre-requisites
None

Delivery Type
Group-Live