Workshop on How to become a Sales Superstar

Introduction :

Top sales people have certain qualities which differentiate them from an average one. Building and strengthening relationships with customers makes a difference. Loyal customers are more critical than ever to sales. Through such customers’ recommendations and references great sales become possible. They generate repeat sales. The purpose of the salesperson today is to build the business and to influence customer loyalty. Increase in sales happens with vibrant customer relationships, coming up with win- win situations, and providing value adds whenever possible.
Super star sales person is able to control the sales process for he avoids common mistakes eg. Quoting price before building value of service, avoids rambling, asks enough questions early in the process, leaves aside his prejudices. Thorough knowledge and skill of emphasizing all the unique advantages of this entertainment service that sets it apart from others.

The most important step in the sales process is also one of the most neglected that is the close; ideally, you should attempt to close every sale. Conversions or closing of sales happen because of the intangible factors like passion which is different from enthusiasm, persevering and creative follow up, focus and a mind set of approaching the seventh customer after earlier 6 persons have said “No” with the same enthusiasm; for sales is a mental game. Ability to gauge customer needs, his capacity to see the value of our service, belief in self, confidence and such others also play a role.

How to lead and motivate your team to increase sales can be a game changer! Though the Sales Manager has been promoted because of his impressive sales numbers now he has to transfer these skills to his junior colleagues and consistently support and coach his team members and make them super star sales person.
Along with selling skills the ability to negotiate skillfully is of immense value, for this helps to close the sale and to walk away with a ‘win win’ mindset.

Objectives :

• To develop or strengthen a persevering, never give up attitude for sales
• To sensitize participants about Sales Superstar Qualities
• To develop mastery in presenting for sales by asking enough relevant questions, active listening; making an impressive opening
• To provide skills to control the Sales Process
• To sensitize about the importance of closing sales besides presenting, handling objections; asking for business and referrals with panache
• To be able to powerfully motivate and lead team members
• To acquire skills to negotiate and influence customers

Course content :

1st Half

• Modern concept of selling- creative selling, uncovering customer needs
• Thorough Preparation & Approach- Pre Sales approach: customer’s likely needs, competitor’s rate and offering; During sales: correct timing and duration of presentation, listening more to uncover customer’s needs and desires, handling objections;
• Control of sales process- Avoiding common mistakes like quoting price before presenting the value, leaving “will calls” when calling a prospect, overcoming personal prejudices and others
• Qualities of star salesperson – Passion, focus, result oriented, smart use of time to strengthen customer relationship and generate more and more business, good judgment and ability to negotiate in a proactively prepared manner, some secrets of superstar salespersons like influencing skills

2nd Half

• Closing Sales strategies – Knowing the decision makers and people who can influence him, creating a sense of urgency, anticipating possible objections and handling them with confidence eg. about price: know and communicate how your service is better than your competitor, proactively knowing how much leeway is possible to negotiate, focus on close or at least coming closer to the close
• After Sales: Creative follow up to ensure a close
• Motivating your team for sales success –Techniques to motivate: different strokes for different types of personalities, coaching, guiding; giving constructive negative feedback to improve sales
• Skills to negotiate and influence customers – techniques to negotiate with a win – win mindset, skills to influence customers to close sales

Action Plan :

Participants will commit what they will implement and do differently to ensure effective sales

Training Methodology :

Lively interactive style, Discussions, Case Study, Role play, PowerPoint will be used

Speaker Profile :

Dr. Lata Shetty Director, Mainstream Training Centre
Dr. Shetty, is the Director, Mainstream Training Centre, which offers Soft Skills Training Programs in a variety of settings. Qualifications: B.Sc., M.S.W., Ph.D., a gold medalist

Contact Details :

Supriya Pandey
Email : supriya.pandey@bombaychamber.com
Tel – 61200250, 9820202236