Sales Consulting Strategies

Training: Sales, customer service and collections  Program Length: 08 hours
curso estrategias de ventas consultivas

THIS COURSE IS MEANT FOR

Every person that performs sales related activities and companies looking to strengthen and increment their sales.

OBJECTIVE

To serve as an evaluation and certification reference for people that develop sales related functions, where the seller does consulting activities from which products and services to satisfy their clients’ specific needs are identified, providing them with personalized care and service.

DEVELOPED SKILLS:

Organization, Planning, Management, Control.

SUBJECT

I. SALE CYCLE.

A. Initial contact/Research.

B. Demonstration/Evaluation.

C. Proposal/Price.

D. Sales Closure.

E. Follow up.

II. KNOWLEDGE TO MASTER.

A. Sales closure techniques.

  • Partial closures.
  • Double alternative closures.
  • Comeback closures.
  • Commitment closures.
  • Test closures.
  • Insinuation closures.
  • Elimination closures.

B. Objection handling techniques.

III. MAKING A SALES PRESENTATION.

A. Identifying a client’s needs and expectations.

B. Presenting alternatives that satisfy the client’s needs and expectations.

C. Mentioning product or services advantages.

D. Mentioning company’s advantages.

E. Turning product or services advantages into benefits for the client.

F. Turning company’s advantages into benefits for the client.

G. Handling objections.

H. Presenting a conclusion of product or services and company’s benefits at the end of presentation.

I. Applying a sales closure technique.

IV. WORK AGENDA DEVELOPED FROM A SALES PLAN.

A. Includes activities performed in at least one week of work.

B. Includes date and time of performed activities.

C. Includes activities corresponding to the carried out sales plan.

D. Includes the required information to perform activity.

V. DEVELOPED CLIENTS’ DATABASE.

A. Contains company’s general information.

B. Contains company’s contact information.

C. Contains information of performed activities according to developed sales plan for the client.

D. Contains proposals presented to the client.

E. Contains information of sales made by the client, including amount, date, and product or service.

F. Contains payment conditions defined for the client.

G. Contains client’s active/inactive/suspended status.

VI. PROPOSED PRICING FOR A CLIENT.

A. Contains information about the product or service offered to the client.

B. Includes single and total prices for each product or service.

C. Includes specified requirements for each product or service.

D. Contains payment conditions.

F. Includes duration and validity of pricing.

VII. MARKET DEVELOPMENT PLAN FOR A PRODUCT.

A. Includes identified prospects.

B. Includes measured results for each performed action.

C. Includes amount of performed sales.

D. Includes improvement alternatives to develop new plans.

VIII. APPLIED SALES FORECAST.

A. Includes total amount of period’s sales.

B. Includes amount for each client’s purchase.

C. Includes percentage of established fees accomplishment.

IX. APPLIED SALES PLAN FOR A CLIENT OR PROSPECT.

A. Includes obtained results during performed actions of each step of the sales cycle.

B. Includes amount of purchases performed by the client.

X. APPLIED SALES PLAN FOR A MARKET FOLLOW UP.

A. Includes obtained results during performed actions of each step of the sales cycle.

B. Includes amount of purchases performed by the client.

XI. PREPARED SALES REPORT.

A. Includes information of period’s performed sales, with format according to company’s guidelines.

B. Includes percentage of period’s established fees accomplishment for the seller.

C. Includes rate of conversion between prospects and clients that made a purchase within period.

BENEFITS

  • Company’s profitability.
  • To have the knowledge, abilities, and qualifications required to carry out sales activities, minimizing idle times, and allowing the company to become more competitive and efficient.

Certificate with registration in STPS (WCC1008026U2-0013)

Temarios Cursos- Inglés

Receive complete information in your email!