CONSULTATIVE SALES STRATEGIES

Capacitación: Alta Dirección   Duracion: 08hrs.

THIS COURSE IS MEANT FOR

To any person that has a relationship with any sales activity and to companies that want to strengthen and increase their sales.

OBJECTIVE

To serve as a reference for the evaluation and certification of people who perform sales related functions, in which the seller performs consulting activities to identify customers’ specific needs, from which the products and services are identified to satisfy them, providing personalized attention and service.

 

SKILLS TO DEVELOP:

Organization, Planning, Management, Control

SUBJECT

 

  1. SALES CYCLE.
  2. Initial Contact / Research.
  3. Demonstration / Evaluation.
  4. Proposal / Pricing.
  5. Sale Closure.
  6. Post-sale Follow up.
  7. KNOWLEDGE TO MASTER.
  8. Sales closure techniques.
  • Partial closures.
  • Double alternative closures.
  • Return closure.
  • Commitment closure.
  • Check closure.
  • Innuendo closure.
  • Elimination closure.
  1. Objections handling techniques.

III. MAKING A SALES PRESENTATION.

  1. Identifying the expectations and needs of customers.
  2. Presenting alternatives that satisfy the expectations and needs of customers.
  3. Mentioning the advantages of a product or service.
  4. Mentioning the company’s advantages.
  5. Turning the product or service advantages into benefits for the customer.
  6. Turning company’s advantages into benefits for the customer.
  7. Handling objections.
  8. Showing a conclusion of the product or service and company’s benefits at the end of the presentation.
  9. Applying a sales closure technique.
  10. PREPARATION OF THE WORK AGENDA FROM A SALES PLAN.
  11. Includes the activities performed in at least one week of work.
  12. Includes the date and time of the performed activity.
  13. Includes the activities that correspond to the sales plan made.
  14. Includes the data required for the development of the activity.

  

  1. ELABORATED PROSPECTS / CLIENTS DATABASE.
  1. Contains general data of the company.
  2. Contains contact information for the company.
  3. Contains data of the developed activities according to the sales plan prepared for the client.
  4. Contains data of the proposals presented to the client.
  5. Contains data of the purchases made by the customer, indicating amount, date and product or service.
  6. Contains payment conditions defined for the client.
  7. Contains the active/inactive/suspended state in which the client is located.
  1. THE PROPOSED PRICING ELABORATED FOR THE CUSTOMER.
  1. Contains information about the product or service offered to the client.
  2. Includes unit and total prices for each product or service.
  3. Includes the specifications required for each product or service.
  4. Contains payment conditions.
  5. Includes conditions of life and validity of the price.

VII. MARKET DEVELOPMENT PLAN FOR A PRODUCT.

  1. Includes the identified prospects.
  2. Includes the measured results of each developed action.
  3. Includes the amount of made sales.
  4. Includes improvement alternatives for the development of new plans.

VIII. APPLIED SALES FORECAST.

  1. Includes the amount of the total sale of the period.
  2. Includes the amount of each customer’s purchase.
  3. Includes the percentage of compliance with established quotas.
  1. SALES PLAN APPLIED TO A CUSTOMER OR PROSPECT.
  1. Includes the results of the actions taken at each step of the sales cycle.
  2. Includes the amount of purchases made by the customer.
  1. SALES PLAN APPLIED FOR A MARKET FOLLOW-UP.
  1. Includes the results of the actions taken at each step of the sales cycle.
  2. Includes the amount of purchases made by the segment.

 

  1. ELABORATED SALES REPORT.
  1. Includes data of the sales made in the period, according to the guidelines of the company.
  2. Includes the percentage of compliance with the quota set for the vendor in the period.
  3. Includes the conversion rate between prospects and customers who made purchases in the period.

BENEFITS

  • Profitability of the organization.
  • To have the knowledge, skills and attitudes necessary to perform the sales activities, minimizing downtime, allowing the company to be more competitive and efficient

 

 

Temarios Cursos- Español

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