Power Selling

Start Date: 1 Jun 2025
End Date: 5 Jun 2025
Duration: 5
Fees:
Country: Kuala Lumpur / Malaysia
Category: Public Relations and Customer Service
Details:

Program Objectives:

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

  • Identify the behaviors and skills of a successful sales professional.
  • Describe different types of selling models.
  • Understand prospecting and be able to conduct a powerful sales call.
  • Use a customer centered selling approach to provide value.
  • Choose a closing technique to earn the business.
  • Manage the customer relationship on an ongoing basis.
  • Develop an action plan to apply new skills

Program Outline:

Selling Skills Assessment

  • Sales Competency Model
  • Behaviors, Characteristics and Skills of a Successful Salesperson

Types of Selling

  • Strategic Selling and Buyers Influence
  • Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
  • Retail (Face-to-face) Selling
  • Relationship (Consultative) Selling
  • SPIN® Selling: The SPIN® Sales Model
  • Characteristics of Different Selling Models, Types and Structures

Sales Closing

  • Attitude of the Sales Professional
  • Dealing with Customer Objections
  • Various Closing Techniques
  • The Feel Felt Found Approach
  • Strategies to Respond to Common New Business Objections.
  

Relationship Management (Partnering with Customers)

  • Technologies or Methods for Maintaining Customer Information CRM
  • Strategies to Maintain Communication with a Customer
  • Customer Marketing Pyramid
  • Relationship Marketing
  • Consultative Selling
  • Life Time Value of a Customer (LTV)
  • Conflict Handling

Sales Win-Win Negotiations

  • The Phases of Sales Negotiations
  • The Harvard Model Applied to Sales Negotiation
  • The Art of Bargaining and Concessions Handling

NLP and Emotional Intelligence in Selling

  • What is NLP?
  • Implications for Marketers, Sales Advertising People
  • Hypnotic Marketing and Hypnotic State Inducing Vocabulary
  • Mind Reading

The Kuwait Institute For Career Development