A Workbook to build Salesperson Effectiveness in Sales and Negotiations.
This Workbook comprises of 500+ Bite-sized Learning Modules and Effectiveness Tips, numerous activities, and real-life experiences.
Click Here for the 3 High Impact training programs based on this workbook
20+ modules on building a strong sales foundation by unlearning old redundant theories, shedding the stereotype salespersons image and maintaining a 'Buyer Centric' approach that makes more 'business' sense.
Dialogs between buyer and seller can make or break deals. This is a level above basic communications skills. It goes beyond language and accent and focuses on how the salesperson should behave verbally to ensure a meaningful conversation to close deals better and quicker. It includes 13 powerful dialog strategies as well as introduces the need and importance for 'Relevant' and 'Focused' dialogs that replace the now obsolete 'Open and Closed' questions.
Identifying and engaging with different stakeholders in the prospect company can be demanding and tricky. Grading prospects, assessing business probability and accurately forecasting business can be even more tricky. The module helps create a better understanding and control over the sales funnel.
This module helps to get crystal clear clarity on understanding Features, Advantages and Benefits of your solutions. It uncovers the evils of excessively using features and advantages to persuade the prospect. At the same time it establishes the best approach to persuade and get full support from the prospect. This one is a really eye opener.
People buy for their reasons not for yours! This module establishes the importance and lays a strong foundation for adapting a 'buyer centric' approach. The obsession to talk about product features is strictly restrained and the prospects needs are given the highest priority. This module will help drive collaboration which is so important for building and nurturing long term relations.
The salesperson must be seen by the prospect as the expert and problem solver. Often, owing to the lack of a structured persuasion process, even the best of them get side tracked and manipulated into a losing proposition. The salesperson is not in the drivers seat, and hence not in control of the sale. The Blended Sales Model helps the salesperson to persuade the prospect by controlling the sale through a structured 'collaborative' process. The result: In the end it is the buyer who is giving all the support to close the deal. This can easily be achieved through the Blended Sales Model. It really works!
In consultative selling (or B2B Selling or Industrial Product sales, as some people prefer to call it) the needs are high investment and attract high risk as well. The salesperson should not Push to close the deal as it often turns out to be counter productive and damaging to trust and relations. He should be able to Pull the prospect to take the buying decision in his favour. Closing the deal should not be an activity, rather it should be the natural outcome or logical conclusion of a collaborative process. Even objections are managed effectively in the process. This and all the above modules, especially the Blended Sales Model, are aimed at directly or indirectly achieving that objective.
This module introduces the salesperson to the need and various outcomes of business negotiations. It also elaborates the need for accurate mandates the dangers of premature negotiations and the strategies of different negotiator types.
Negotiating should never commence as a knee jerk reaction to the prospects needs. It must always be the result of a well thought out strategy based on live and relevant data. Under these circumstances it pays to collect data and also think like the other party. This module includes strategies based on data collected and documented in a 'Guide' to assist in the negotiation process.
This module is about the 'tips and tricks' that can be used to establish a conducive climate for negotiations, building power and related bargaining strategies, being creative in growing the cake and preventing stagnation of the negotiations. This module is actually about the nuts and bolts of negotiations and how a well oiled negotiation strategy really delivers the results you want.
The objective of every negotiation is to ensure implementation success of the negotiated agreement. There is much at stake and this module is aimed at preventing stagnation and getting the negotiations back on track and moving in the right direction.
This module is for the Sales Manager (or anyone who is responsible to achieve sales targets through a team of salespeople) to effectively Review, Train, Mentor and Coach the sales team. This module complements all the others and helps improve overall effectiveness of the salespeople.
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