Sales techniques

• 2

• 4

  weeks

Upon completion of training through the different units, the user will be able to:
– Identify the sales function
– Know the client and the market
– Establish business objectives
– Control commercial activity
– Prepare the business interview
– Welcome the client and detect their needs
– Argue and debate objections
– Close the sale and follow up

• 2

• 4

  weeks

MOD. 1: BUSINESS PLANNING

Identify the sales function
– The function of sales in the organization
– Strong points of the sale
– Elements of sales administration
– Types of sellers
– Functions of the commercial team
– Sales phases

Know the client and the market
– Market knowledge
- Commercial information
– Sources of commercial information
– Customer knowledge
– Sales aid
– Product knowledge
– Phases of information collection

Set business goals
– Commercial planning
– Development of commercial planning
– Establishment of objectives
– Characteristics of commercial objectives
– Result and intermediate objectives
– Process objectives
– Planning tools
- Schedule
– Time organization

Control commercial activity
– Control of sales activities
– Control indicators
– Basic indicators
– Process and result indicators
– Information collection process
– Information registration systems
– Registration data
– Usefulness of information
– Deviations
– Deviation analysis
– Corrective actions

MOD. 2: BUSINESS INTERVIEW

Preparation for the business interview
– Phases of the commercial interview
- The first image
– Information collection
– Psychological preparation for the sale
- Positive thoughts
– Influence of prejudices

Welcome to the client and detect their needs
– The reception stage
– Adequate reception and presentation
- Customer needs
– Detection of customer needs
– Information for detecting needs
– Creation of a need
– Reduction of uncertainty

Argumentation and debate of objections
– Objectives of the argument
– Information to argue
– The desire to purchase
– Argumentative
– Handle an objection
- Use of language
– Rebut objections

Closing the sale and follow-up
– Signs of closing the sale
– Closing techniques
- Leave the door open
– Sales tracking
– Situations for monitoring
– Types of tracking

• 2

• 4

  weeks