SLS 004 – Excellence Negotiation Skill for Marketeer/Sales Person
SLS 004 – Excellence Negotiation Skill for Marketeer/Sales Person
Objective
Who Should Attend?
CURRICULUM
Day One
- Opinions, facts and assumptions
- Directing effective actions
- Attributes of thinking and selling strategically
- Relationship Versus Process
- Why selling is not just an art
- Progression of sales models
- WSC – The key components
- Prospecting and first contact
- Preparing for F2F meeting
- Product, time, goals and target
- Communication
- Artful listening
- Understanding Emotional Intelligence
- Applying insight
Day Two
- It’s all about preparation
- Compelling offer: The BIG idea
- FAB: Features, advantages and benefits
- A quick look at SPIN selling
- Types of close
- Taking control
- Principles of Negotiation
- Importance of admin
- Post call analyses: The feedback
- Identify and analyse win/loss trends
- Implement right techniques to increase close rate
- Selling tools
- AOS (Area operating standards