Sales Coaching Techniques

Key Objective: Assist executives in comprehending innovative sales techniques aimed at closing successful and mutually beneficial deals.

Target Audience: Executives involved in sales and people who want to enrich their knowledge with the new trends in sales techniques.

Key Topics:

• Sales Stages
  • Preparing for a successful sale
  • Approaching and opening the sale
  • Techniques for closing a sale
• Presentation & Handling Objections
  • Strategies for presenting products and services effectively
  • Common reasons for objections and how to address them
  • Benefits of handling objections well
• Characteristics of Successful Selling
  • Key traits and behaviors that lead to sales success
• Service Quality Gaps
  • Understanding the 5 ‘gaps’ in quality service delivery
• Communication Methods
  • Importance of body language in communication
  • Differences between verbal and non-verbal communication
• Handling Problems & Complaints
  • Techniques for resolving customer issues and complaints
• Cold Sales Techniques
  • How to effectively handle cold sales situations
• Customer Acquisition
  • Strategies for finding new customers
• Understanding Customer Needs
  • Identifying the true needs of your customers
• Telephone Communication
  • Recognizing the characteristics of good and bad telephone voices
• Listening Skills
  • 7 reasons why people fail to listen and how to overcome them
• Complaint Management
  • Effective ways to manage and resolve customer complaints
• Teamwork
  • Importance of collaboration and teamwork in sales
• Customer Categories
  • Understanding different customer types: Unfaithful, Talkative, Silent, Undecided-Hesitant, Complaining, Persistent, Enthusiastic, Indifferent, Bluffer, Polite, Rationalist, Analytic, Authoritative, Dynamic

Key benefits:

• Effective Communication: Sales techniques emphasize effective communication skills, including active listening, persuasive language, and the ability to understand and address customer needs.
• Relationship Building: Sales techniques teach you how to build strong relationships with customers. By understanding their needs, preferences, and pain points, you can establish trust and rapport, leading to long-term customer loyalty.
• Persuasion and Influence: Whether you’re convincing customers to make a purchase, negotiating with stakeholders, or presenting ideas to colleagues, the skills acquired in sales can enhance your ability to convey your message effectively and achieve desired outcomes.
• Problem Solving: Sales often involves identifying and addressing customer problems or challenges. By learning sales techniques, you develop problem-solving skills that enable you to analyze situations, propose solutions, and overcome objections.
• Negotiation Skills: Learning these skills allows you to navigate win-win scenarios, find mutually beneficial solutions, and achieve favorable outcomes. Negotiation skills are valuable in various areas of life, such as contract negotiations, salary discussions, or resolving conflicts.