Effective Marketing/Selling Skills

Course Contents:

Sales process – approaching customers, generating interest, furnishing the details of products/services and closing the sale
Understanding customer needs
Making sales calls more effective and result-oriented
Planning and preparation for a sales call; techniques to be adopted during the sales call; introspection after the call
Handling objections of customers – Types of objections (factual, partial, perceptual) and techniques for handling each objection segments ; closing the sale
Improving the market share; sales forecasting and sales budgeting; monitoring the achievement Vs. sales target and taking corrective action
Market intelligence and its application to increase the sales
Gathering market information and feeding the same to manufacturing unit for product improvisation and to tailor the product as per market needs
Techniques for outstanding amount collection
Qualities to be developed by a sales person
Importance of dressing, grooming, personal hygiene for a sales/marketing person
Communication and presentation skills of a sales/marketing person
Communication cycle in a selling background – communicator, message, means and opinions of the customer
Effective communication with customer – planning, rapport building, structuring the sales talk, choice of words, eye contact, display of confidence and positivism, empathizing with customer, holding attention of customer, clarity in expression, voice modulation, pacing and leading questions
Developing listening skills – types of listening, barriers to listening and how to guard against them
Adopting the right postures and gestures to supplement the sales talk
Observing and interpreting the body gestures of customer and moderating the communication with respect to these cues
Social/Corporate etiquette, courtesy, hospitality, affable manners, dining etiquette, table manners
Non-verbal communication in sales backdrop – proxemics, artifacts, para language, chronemics
Identifying types of customers – intelligent, talkative, passive, emotional, price-conscious, impulsive, confused, complaining, closed-minded, procrastinating, aggressive, sarcastic, positive, helpful, co-operative, elderly, younger, skeptical, suspicious, lady, indifferent, rude, techniques to handle each type of customer
Allocating time for prospects and regular customer-Time Management of a sales person
Sustaining highest self motivation level in the most testing and frustrating circumstances while interacting with customer
Power and importance of internal communication, value and belief systems of a sales personnel Stress inducing situations in selling profession and how to manage stress

Effective Marketing/Selling Skills

Course Contents:

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