MASTERY OF SALES TECHNIQUES (MOST)

The execution of the face-to-face sales call is the fundamental skill of the salesperson. By being able to execute the call in a professional manner, you are able to pull together all your product, customer, and market knowledge and build a strong level of customer commitment to your solution. There is no magic in call execution. Rather, making effective sales calls is a process of skill usage and techniques that are manifestly learnable and replicable. And these skills and techniques make up the MOST system of selling.

AUDIENCE

• Professionals who interact with clients and require fundamental face-to-face selling skills. This may include those in sales and/or marketing or those who support sales efforts.

LEARNING ACTIVITIES

• Applications exercises for participants to work on own products/services
• Group Discussion
• Pairs exercises
• Written exercises
• Role Plays

• Opening the call
• Generate interest
• Ask an interest-generating question
• Build rapport
• Respond to initial resistance

• Fact Finding
• How to listen more effectively so that you can focus on areas of need quickly and accurately
• How to use the features and benefits of your product to satisfy needs and solve customer problems by introducing solutions
• How to use questioning skills to uncover and explore needs
• How to use your skills to make add-on sales and to cross-sell

• Handling Objections
• Examine at the most challenging kinds of objections: factual objections and perceived objections.
• Explore their causes, how they surface on the sales call, and how you can respond to them.

• Closing & Concluding
• How to recognize when to close
• How to conclude the call