You will be able to plan and follow-up of the sales process and work to achieve sales targets through the practice of persuasion, and through applying sales-negotiating strategies and tactics, to achieve sales target and increase customer satisfaction.

Course Objectives:

At the end of this course, the participants should be able to

• Plan the stages of the sales process, and identify the needs of the customers and to meet customers’ needs
• Apply negotiation-selling strategies and tactics in dealing with customers
• Recognize the importance of self-confidence, influence, persuasion, and building the teamwork spirit to the success of the sales process
• Analyzing and understanding customers behaviors
• Follow up existing and potential customers
• Work according to sales KPIs
• Achieve targeted sales
• Achieve customer satisfaction

Target Audience:

Current and new specialists in sales who will benefit from boosting their selling skills to an advanced level.

• Sales process Management
• Building Customer Relationship
• Understanding The Customer
• Analysis of Customers’ needs and wants
• Customers Complains Analysis and Management
• Customers Value Management
• Selling
• Marketing

Course Methodology:

This training course will be carried out through the use of best practices and the right combination of engaging and purposeful tools such as:

• Practical, relevant case studies
• Group activities and workshops
• Related role plays
• Experiential learning
• Stimulating mental activities
• Engaging team competitions
• Suitable training Videos
• Presentations
• Self–assessments
• Learning with Simulations and Games

Concepts of Marketing, Sales and Sales Process

• The concept of marketing and selling
• Marketing mix, promotional mix and marketing communication
• The sales process

Important Concepts in Advanced Selling

• The importance of the customer to any organization
• The customer’s perception of the value offered
• Customer satisfaction and customer loyalty
• Self-confidence.
• Influence and Persuasion
• Building the team spirit

Identify the Targeted Segment for each Product or Service

• The concept of market segmentation
• The variables considered in the segmentation of the consumer market

Analyzing and understanding customers behaviors

• What customers expect from their service/products providers?
• Identifying customer needs
• Importance of consumer behavior
• Questioning skills.
• Listening skills

Sales Negotiation Strategies and Tactics

• Importance of negotiation in sales process
• Sales negotiation strategies
• Sales negotiation tactics

Follow up existing and potential customers

• Important of follow up on customers
• Best methods of following up, whether they buy or not

Sales KPIs

• Concept of sales KPIs
• Importance of performance measurement indicators
• Preparation of sales KPIs