PRACTICAL TRAINING SERIES - Sales Rep Selling Skills Review + practical field applications
Do you agree with the following but don’t see it occurring within the sales organization?
- Selling success depends on sales reps calling on high potential accounts…target account selection based on thorough analysis and market potential, not simply on sales rep likes and dislikes.
- Incremental selling does not happen accidentally… it needs to be methodically planned, properly executed by sales reps with strong selling skills and consistently followed up.
- Sales reps need to prepare prior to meeting the customer…best when systematically written down and utilized during the call (call objectives, flow and potential customer objections).
Sales reps have historically attended classroom sales training sessions to address these issues but somehow the material from the program is not applied in the field. Sound familiar. That’s because the classroom training sessions are mostly theory (how it should be)and minimum effort is put forth at training seminars to make the material immediately applicable or field friendly in use (how it really is).
This practical 1-day sales rep training program is filled with hands-on and common sense answers to selling. Attendees will leave with a reinforcement of selling skills basics as well as with specific forms, guidelines, actions that can be immediately applied to field selling situations.
By the end of this course, attendees will:
- Understand the basics of selling
- Confirm own selling skills strengths and weaknesses
- Clarify own learning styles, motivation factors
- Be able to plan, coordinate, and deliver selling actions to high potential accounts in a systematic approach
- Utilize proven methodologies, guidelines and forms for selling
Who should attend this training seminar?
Sales Reps
- Extensive sales experience but needing a refresher course or new ideas
- New to the sales ranks, needing the basics, establishing good new habits
Others in the organization
- Sales training managers who develop and initiate internal training programs
- Senior sales managers who want new selling ideas and methods
- Non-sales personnel wanting to better understand sales rep actions and psyche
Agenda
Selling skills basics review: opening, presentations, handling objections, closing Practical field application development, examples, methods and workshops for:
- Preparing for the call – what works, what actions are needed for successfully selling and presenting to customers
- Understanding and conducting the sales call based on customer needs, not simply talking about product characteristics
- How to evaluate customer needs
- How to target profitable and high potential accounts
Skills, knowledge and attitudes needed for a successful sales rep
| Date | October 28, 2009 (Wednesday) |
|---|---|
| Schedule | 09:00 – 17:00 (lunch included) |
| Venue | Tokyo American Club 4-25-46 Takanawa, Minato-ku, Tokyo 108-0074 03-4588-0670 www.tokyoamericanclub.org |
| Instructor/Trainer | Mr. Ziya Muhamedcani Madison Company www.madisonsfe.com |
| Language | Japanese |
| Fee | 57,500 yen (Tax included) |
|---|---|
| Payment Cancellation Policy | |
- 30 days prior to arrival no cancellation charge
- 14-29 days prior to arrival 50% cancellation charge
- 7 days prior to arrival 75% cancellation charge