About the course
Training package description:
The ” Sales Skills” kit is a training program that covers all aspects of the sales process, from introducing sales
to complex sales techniques and managing customer relationships. The content is delivered through interactive sessions that include practical exercises and simulations of real-life sales scenarios to enhance participants’ skills and enable them to
effectively apply what they have learned in their work environments.
Target group:
- Sales managers.
- Sales representatives.
- Entrepreneurs.
- Marketing professionals.
The general objective and detailed objectives of the training package
General objective:
Providing participants with a comprehensive understanding of the sales process, including effective communication techniques, negotiation, objection management, and strategies for building long-term customer relationships. The program is designed to increase efficiency across the various stages of the sales process and enhance the ability to achieve sales goals in a competitive environment.
Detailed objectives:
- Definition of the concept of selling and its types, with examples from real life.
- Explain the importance of selling as a function and its role in business growth and increased profits.
- Comparison between traditional and modern sales methods, mentioning the advantages and disadvantages of each.
- Explaining the stages of the sales cycle, from the preparation stage to closing the deal.
- Identify the essential skills needed to succeed in sales.
- Classify different types of customers based on their personalities and needs.
- Learn how to deal with each type of customer effectively.
- Acquire techniques for gathering information about customers through observation, listening, and asking questions.
- How to identify customer needs and expectations by analyzing the information collected.
- Identify the factors that influence customer behavior and purchasing decisions.
- Define the concept of effective communication and its importance in building strong relationships with customers.
- Learn effective communication techniques such as clarity, brevity, and confidence.
- Practice active listening skills to better understand customer needs.
- Explain the importance of body language in communication and how to use it to enhance your message and persuade customers.
- Learn about common customer objections and how to handle them effectively.
- Acquire techniques for responding to customer objections with confidence and professionalism.
- How to turn customer objections into opportunities to highlight the benefits of your product or service.
- Practice different scenarios for handling customer objections.
- Define the concept of consultative selling and its importance in building long-term relationships with clients.
- Explaining the steps of implementing consultative selling, starting from understanding customer needs to providing appropriate solutions.
- Explain the different roles a consulting vendor plays, such as advisor, expert, and partner.
- Explain how to use emotions in selling to influence customers’ purchasing decisions.
- Identify emotions that can be targeted in selling, such as fear, hope, and trust.
- How to connect the product or service to customers’ personal experiences and feelings.
- Practice emotional selling techniques through storytelling and using examples.
- Defining the concept of negotiation and its importance in successfully completing deals.
- Learn effective negotiation strategies such as planning, listening, and flexibility.
- How to identify the other party’s strengths and weaknesses in a negotiation.
- Discuss common mistakes to avoid during negotiation.
- Learn about online selling tools such as e-commerce sites and social media platforms.
- How to use these tools to market products and services and reach a wider audience.
- Explain search engine optimization (SEO) techniques to increase a website’s visibility in search results.
- Learn the basics of digital marketing, such as email marketing and paid advertising.
- Defining the concept of customer relationship management (CRM) systems and their importance in improving customer experience.
- How to use CRM systems to organize customer information and track their interactions with the company.
- Explain the advantages of using CRM systems to enhance customer relationships and increase sales.
- Explain the importance of sales data analysis in understanding customer behavior and improving sales strategies.
- How to collect, organize, and analyze sales data using various analytical tools.
- Use data to identify opportunities and challenges in the sales process.
- Learn about key performance indicators (KPIs) in sales, such as customer conversion rate and average
transaction value. - How to track and measure KPIs to evaluate sales team performance.
- Explain sales performance improvement techniques such as setting realistic goals and providing appropriate training and support.
What will you learn?
- Providing participants with a comprehensive understanding of the sales process, including effective communication techniques, negotiation, objection management, and strategies for building long-term customer relationships. The program is designed to increase efficiency across the various stages of the sales process and enhance the ability to achieve sales goals in a competitive environment.