Sales and Selling Skills Training

PMI® Global Registered Education Provider (R.E.P.)



Microsoft® Partner

Strengthening Essential Selling Skills Using Spin Methodology
Duration -TWO (2) DAYS

PROGRAM OVERVIEW
In order to sharpen the selling skills of the Sales Professionals KnowledgeWoods Consulting Pvt. Ltd. would like to propose PROGRAM on STRENGTHENING ESSENTIAL SELLING SKILLS USING SPIN METHODOLOGY that will give participants both the Confidence and Competence to enhance their selling skills by enabling them to know how to ask the powerful questions and establish the key commitments needed to close and keep the sale!!

This PROGRAM on STRENGTHENING ESSENTIAL SELLING SKILLS USING SPIN METHODOLOGY has been designed to foster Experiential Learning – Participants will be provided Scenario-based, Group Exercises for applying Best Practices in their WORK ENVIRONMENT.

The PROGRAM on STRENGTHENING ESSENTIAL SELLING SKILLS USING SPIN METHODOLOGY focuses on not just providing theoretical Information on Strengthening Essential Selling Skills using SPIN Methodology and their proper use, but also exploring the principles behind their use. This under the Trainer’s Guidance will yield a powerful, plain language guide that will not only explain how to do things, but why they need to be done.

PROGRAM OBJECTIVE

The primary objectives of Program on Strengthening Essential Selling Skills Using SPIN methodology are:
• Sharpen the selling skills using SPIN Methodology.
• To Learn and Apply SPIN Techniques, Concepts, and Approaches to accomplish best performance in sales.
• Equip the participants to effectively sell intangible services/products.
• Enable the participants to tap potential sales opportunity, how to spot an opportunity (whether an individual or otherwise), how to prospect it, how to find out what will work best to get a sales and how to close deals.
• Development of Best Practices in Sales Management.

PROGRAM OUTLINE

SESSION 1 - ICE-BREAKING : INTRODUCTION TO ESSENTIAL SELLING SKILLS
• Workshop Methodology | Raising Understanding Level for Essential Selling Skills

SESSION 2 - PARADIGMS OF SALES EXCELLENCE
• Sales Cycle & Decision Making Process | Factors that influence sales
• Real-Life Scenarios to illustrate how BUYING DECISIONS are made
• Sales Solutions Categorization - Buyer Centered Solutions | Seller Centered Solutions
• Working Towards ensuring Effective in Overall Sales Process

SESSION 3 - SPIN Model : INTRODUCTION FOLLOWED BY GROUP EXERCISE
• Concept of SPIN selling : Understanding Four Stages of SPIN
• How to Identify each stage & adopting the Right Approach for these stages
• Questioning Techniques : Learn to Ask the Right Questions

SESSION 4 - BUILDING RAPPORT & LEARNING TO NEGOTIATE
• Factors that help build rapport
• Short term and long term rapport characteristics
• Handling Objections to Sales Effectively : Key Negotiation Techniques and Stages

SESSION 5 - HANDLING OBJECTIONS & CLOSING THE DEAL
• Looking for Positive Indicators : When does a Deal Close
• Identifying Bottlenecks in Closing a Deal successfully
• Strategies for Overcoming bottlenecks in closing deal

SESSION 6 - ACTION PLANNING & VALEDICTION

WHO WILL BENEFIT FROM THE PROGRAM
Sales Executives, Team Leaders, Supervisors, Assistant Managers, Managers, Department Heads, Sales Staff

PROGRAM BENEFITS

After attending the Program on Strengthening Essential Selling Skills using SPIN Methodology, the participants would be able to:
• Sharpen the Selling Skills thereby effectively scale up individual sales.
• Sell Intangible Services/Products more effectively.
• SELL MORE: Project Credibility in their Sales Approach & Gain respect in the eyes of colleagues and clients.
• Understand Operational Selling Frameworks and Models & demonstrate Better Questioning Ability for Improved Sales Success.

For any further information, Email us at info@knowledgewoods.in


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