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Marketing and Sales

Power Selling

View 2013 Schedule for this Program

Program Objectives:
By the end of the program, participants will be able to:

Identify the behaviors and skills of a successful sales professional.
Describe different types of selling models.
Prospect and conduct a powerful sales call.
Use a customer centered selling approach to provide value.
Choose a closing technique to earn the business.
Manage the customer relationship on an ongoing basis.
Develop an action plan to apply new skills.

This program is designed for:

Sales professionals with a minimum of one year of sales experience who want to refresh their skills and for managers who want to learn professional sales training techniques to train sales people.

This program is worth 25 NASBA CPEs.

Fees in US$:

Per participant $3,800
Frequent nomination $3,420
(including coffee breaks and a buffet lunch daily)

Discount Plans, Refunds & Cancellations Policy

Locations & Dates:

14 - 18 Oct 2012
Dubai, English
Crowne Plaza Sheikh Zayed Road map

View 2013 Schedule for this Program

Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.

One extra free place for every 2 paid nominees

Delivery Type: Group-Live

Pre-requisites: None

Related Programs:

Program Outline

Selling Skills Assessment

Sales Competency Model
Behaviors, Characteristics and Skills of a Successful Salesperson
Identifying Strengths and Weaknesses in Selling

Types of Selling

Strategic Selling and Buyers Influence
Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
Retail (Face-to-Face) Selling
Relationship (Consultative) Selling
SPIN? Selling: The SPIN? Sales Model
Characteristics of Different Selling Models, Types and Structures

Relationship Management (Partnering with Customers)

Technologies or Methods for Maintaining Customer Information
Customer Relationship Management (CRM)
Strategies to Maintain Communication with a Customer
Customer Marketing Pyramid
Relationship Marketing Management
Consultative Selling and Engaging the Customer in Dialogue
Life Time Value of a Customer (LTV)
Conflict Handling Techniques

Sales Closing Techniques

Attitude of the Sales Professional
Dealing with Customer Objections
Various Closing Techniques
The Feel Felt Found Approach
Strategies to Respond to Common New Business Objections

Sales Win-Win Negotiations

The Phases of Sales Negotiations
The Harvard Model Applied to Sales Negotiation
The Art of Bargaining and Concessions Handling

Neuro Linguistic Programming (NLP) and Emotional Intelligence in Selling

Defining NLP
Implications for Marketers, Sales and Advertising People
Hypnotic Marketing and Hypnotic State Inducing Vocabulary
Mind Reading