Guided Selling Skill - 2 day

Guided Selling Skill
Background
The definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of change is guided by client himself or us. There are tons of research regarding to the selling skill, decision making, neuroscience, NLP, and communication, which is the foundation of this training program.
The biggest mistake by most of the salesperson is to present, convince or closing client too soon. The mature salespersons they know how to guide clients go through the thinking and problem solving process, at the end to take action. “Guided Selling Skill” is to focus clients/customers’ mindset, to guide clients to realize how to solve their problem, and understand the value after problem solved. At the moment clients realized their challenges, then salesperson align the product/service/solution to customers’ challenge. Then, go through the negotiation process to reach the win-win result.
Sometimes clients will reject to answer the question proposed by salesperson. In this program, will provide a set of skill how to put clients in the ready mode to reply the question accordingly. A salesperson can’t create the needs for clients, but salesperson can change the priority and ranking among the needs, then to increase the chance to win the deal.
28238451049655Sales Call Planner
Sales Call Planner
There are many training program will provide many packaged video, case study from other industry and role play from other company. The intention is good, however the participants are hard to link the training activity to their daily jobs. In this program, all the skill demo, case study and role play are utilize participants’ own real case. We will suggest the participants to pick the next visit client in the training program as a preparation for their next sales call.
In this program, we will provide an A3 size “Sales Call Planner” (SCP) to help participants to plan the sales call. It will be a guide to help participant to call clients by the “Sales Call Planner”
Portion for Customization:
Adjust the wording to match the participants’ common wording
Adjust the wording to match the participants’ wording from CRM (ie., salesforce.com)system
The layout of the “Sales Call Planner” could be modified according to the request
Learning Process
In the course, there will be involved with variety of activities to ensure the participants’ learning performance, the learning process as below:
Master the buyer’s psychology and decision process, align the sales stage
The corner stone of the sales success is “TRUST”, to gain the trust from clients quickly
How to do rapport and professional opening
Guide clients into the ready mode for discover their needs and wants, and guide clients’ perception of priority
Storytelling how our product/service/solution to fix their problem or reach target
Foresee the resistance and handle by different ways
Close the sales call by the follow-up activity from both parties: clients and salesperson side
Benefits
After the course, participants will learn:
Learn how to use “Sales Call Planner” as supportive tool for the preparation of the sales call. The sales manager could use the “Sales Call Planner” as supportive tool for the sales couch.
Master the buyer’s psychology, to learn how to identify stage and do thing differently.
Gain clients’ trust quickly.
How to build up the rapport, and opening
To put client into the ready mode for the guiding
To guide clients to answer the question frankly and quickly
To shape clients’ needs priority to meet our competitive advantage
To storytelling how we solve their issues
Handle clients’ concern and solved with effective manner
To recruit clients to our internal salesperson
How to close the dealGuided Selling Skill
Module
Outline
Time (m)
Activity
Introduction
Opening by host
Ice breaking
Ground rules
Overview of the program
Activity: What is the challenge?
30
Lecture
Small game
Group discussion
Module 1
Principle of the sales
Objective: to learn the buyer psychology, and work on buyer’s movement, not salesperson
The definition of SALES
3 reasons to buy: improvement, pursue, risk-avoidance
Comparison of the traditional and modern model
The shift of focus from buyer’s perspective
Sales process/pipeline management
Activity: customer’s challenges
90
Lecture
Demo
Group discussion
Module 2
Trust circle
Objective: to gain the trust from clients are crucial, only proper skill can win the trust
Method to gain trust: experience, organization, recommendation, YOU
Listening skill: listening and questioning
5 supportive phrases
Activity:
Practice the supportive phrases
Select potential client, to fill in the SCP
45
Lecture
Demo
Prepare script
Group discussion
Tool: SCP
2 person role play
Module 3
Warm-up and Opening
Objective: good opening can facilitate the sales call. How to setup a good sales call objective.
Warm-up and transition: How to pathfinding the link between clients and us?
Opening: How to do the opening properly
Stakeholders: find out the stakeholders who has the influence for the deal
60
Lecture
Demo
Prepare script
Group discussion
Tool: SCP
3 person role play
Module 4
Guided discovery
Objective: To guide clients’ needs and wants to our competitive advantage
Identify our key strength: the capabilities are unique in the market, and valuable to clients
Types of question: Open and close question
Leading question: 3 leading question to put clients into ready mode
Guiding question: Open, control and confirm
Activity: to design the sales script
To create the value of the challenges (Option)
Activity: To design the value question script
Activity: Role play
180
Lecture
Demo
Prepare script
Group discussion
Tool: SCP
3 person role play
Module 5
Storytelling
Objective: Storytelling how we help clients to solve their challenges
The timing of storytelling
Link the product/service/solution
The steps to storytelling
Activity: Design of the storytelling, and role play
150
Lecture
Demo
Prepare script
Group discussion
Tool: SCP
3 person role play
Module 6
Handle the Concern
Objective: We will never be the only one supplier for clients. More preference from clients, more concerns followed.
Analysis the competition, and foresee the concerns
Activity: brainstorming the possible concerns from clients
Obtain the concern list: never solve the concern one by one, but at once.
Identify the benefit behind the concerns
Identify the concerns and handle them
Activity: role play on different concerns
180
Lecture
Demo
Prepare script
Group discussion
Tool: SCP, post-it
3 person role play
Module 7
Win the commitment
Objective: Close the sales call by the follow-up activity from both parties: clients and salesperson side
Transition to the agreement: the timing and skill
Conclude the overall benefit
Propose the next step, to guide client as our internal salesperson
Activity: role play on the skill or overall process
45
Lecture
Demo
Prepare script
Group discussion
Tool: SCP, post-it
3 person role play
Total training time
= C9+C8+C7+C6+C5+C4+C2+C3 \* MERGEFORMAT13:00Break time： 15 min per am/pm
Lunch hour：1 hour

凌敬忠老師的其它課程