Read Online Sales Force Training (TRAINPLAN Book 1) DOC

To a great extent, the sales success of any company depends on the above-average selling skills of its agents and front office staff. In the seminar, you will train your audience in effective personal and strategic selling including the development of sales districts, planning tours, and door-opener techniques. Your participants will learn about customer typology, motivation factors, and psychological backgrounds, sales and negotiation techniques as well as “smart selling by emotional intelligence”. Finally, you will train your audience on topics such as conversation and negotiation, successful price discussions, and dealing with objections.Table of contentsIntroductionSales managementThe high art of sellingPersonal sellingStrategic sellingArea management (ABC customer analysis)Customer managementManaging decision-makersManaging partnersAssuming and establishing sales areasPlanning toursTour-planning elementsPreparing the tour planSubdividing the sales areaAn approach for subdividing the sales areaAnnouncing your visitVerifying the tour planIdentifying potentialsKey and door-opener productsTypes of customersA) The economic typeB) The security-oriented typeC) The convenient typeD) The prestigious typeConcluding a saleMotivation on the sales forceSales psychologyThe sales rep first has to sell him- or herself as a person.Strengthening one’s own mindChecklist: Strengthening your own psyche and mental conditionYour attitude toward your customersBehavioral psychology for difficult negotiationsSelling through emotional intelligenceBody languageGestures and movementPostureFacial expressionsEye contactSpatial behaviorNonverbal soundsClothes, hairstyle, status symbolsChecklist 1: Interpreting nonverbal signalsChecklist 2: Interpreting nonverbal signalsSales psychology at your fingertipsSales techniquesRhetoricChecklist: 10 personal rulesChecklist: 7 factual rulesChecklist: Positive sales vocabularyChecklist: Negative sales vocabularyThe sales conversationThe preparationWelcome and openingThe course of the conversationAfter the customer visitTechniques for closing a saleAppropriately dealing with objectionsChecklist 1: Dealing with objectionsChecklist 2: Dealing with objections concerning technical productsQuestion techniquesEither-or questionsExploratory questionsSuggestive questionsInformation questionsControl questionsRhetorical questionsMotivation questionsCounter-questionsDirecting questions”Yes” questionsAssumptive questionsIsolation questionsPrice discussionsDealing with claimsRules for successfully dealing with complaintsSummaryDay clearingMy contract