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Sales Communication

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Madrid 13-04-2019
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Sales Communication


Overview

Introduction:

This training course is designed to provide the participants with an extensive understanding of Sales Communication. Our expert trainers will equip the participants with the necessary skill sets required to carry out effective sales communication operations. The training will include a thorough understanding of the importance of effective sales communication as well as roleplays and activities to demonstrate the importance of sales communication.

By completing this course, participants will be able to:

  • Explain the importance of effective, two-way communication in selling,
  • Explain the various kinds of questioning and probing techniques to know one’s customer better,
  • Identify the importance of Active listening in selling,
  • Describe the various forms of non-verbal communication,
  • Discuss the importance of graphical representation over plain texts.

Contents:

Overview of Sales Communication

  • What is communication?
  • Different ways to communicate
  • Different types of communication
  • What is effective communication?
  • Importance of communication in our daily life
  • Crucial barriers to effective communication
  • Overcoming the barriers in communication
  • Understanding of the communication Process
  • Definition of verbal, nonverbal, and para-verbal messages

Selling

  • What is selling?
  • What are the seven steps of a sale?
  • Understanding the terms - customer, product, feature, benefits, and unique selling point (USP)
  • Identifying the reasons behind a purchase
  • Who is a salesman/sales executive?
  • Responsibilities of a salesman
  • Characteristics of a great salesman
  • Importance of planning, coordination and marketing strategies in effective selling

Verbal and Non-Verbal Communication

  • Verbal communication and nonverbal communication
  • Which type of communication is more effective in selling?
  • What are some of the effective questioning techniques that can be used by you to gain customer attention and confidence?
  • Understand the various types of questions – Open-ended, close-ended, extension questions, combination questions, priority questions, generalizing and summarizing questions.
  • What is the purpose behind each type of questioning?
  • Guidelines for combining different types of questions to get maximum information out of a customer
  • Understanding the ADAPT method of questioning
  • Listening skills
  • Different types of listening
  • SIER hierarchy of active listening
  • Different types of nonverbal communication
  • How to use different nonverbal cues while communicating verbally with a customer to maximize the impact?

Handling Objections

  • What is an objection?
  • What are the types of objections?
  • What are some of the most common reasons behind objection from a customer?
  • How to identify if a customer’s objection is real or based on some other factor?
  • Important things to consider before handling objections
  • Understanding of Objection Handling Techniques
  • Applying the SLUSA technique in objection handling
  • Different methods of handling objections
  • What not to do while handling objections?

Roleplays and activities

This session is to engage every participant in roleplays based upon day-to day sales scenarios. All participants will be given scenarios based on real-time situations faced by sales personnel and they are required to demonstrate their understanding of the training by providing effective solutions to each scenario.

 

Who should attend?

The Sales Communication is designed for sales personnel in any line of work but specifically the ones who are in direct contact with customers such as sales executives and sales officers. The course helps them to get a clear understanding of the importance of effective communication during the sales process.

Available Dates

Venue Date Duration  
Dubai 02-03-2019 5 days More Info
Madrid 13-04-2019 5 days More Info
Dubai 27-04-2019 5 days More Info
Madrid 11-05-2019 5 days More Info
Prague 08-06-2019 5 days More Info
Madrid 22-06-2019 5 days More Info
Dubai 06-07-2019 5 days More Info
Zurich 20-07-2019 5 days More Info
London 03-08-2019 5 days More Info
Madrid 17-08-2019 5 days More Info
London 31-08-2019 5 days More Info
Dubai 14-09-2019 5 days More Info
Frankfurt 28-09-2019 5 days More Info
Prague 12-10-2019 5 days More Info
Madrid 26-10-2019 5 days More Info
Frankfurt 09-11-2019 5 days More Info
Munich 23-11-2019 5 days More Info
London 07-12-2019 5 days More Info
Stockholm 21-12-2019 5 days More Info
Prague 04-01-2020 5 days More Info
Stockholm 18-01-2020 5 days More Info
Munich 01-02-2020 5 days More Info
Frankfurt 15-02-2020 5 days More Info
Dubai 29-02-2020 5 days More Info
Munich 14-03-2020 5 days More Info
Madrid 28-03-2020 5 days More Info
Istanbul 11-04-2020 5 days More Info
Frankfurt 25-04-2020 5 days More Info
Dubai 09-05-2020 5 days More Info
Munich 23-05-2020 5 days More Info
Madrid 06-06-2020 5 days More Info
Zurich 20-06-2020 5 days More Info
Stockholm 04-07-2020 5 days More Info
Madrid 18-07-2020 5 days More Info
London 01-08-2020 5 days More Info

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