Essential Communications Skills for Sales Professionals (14 hrs) by MDIS

• Learn what the selling process is truly about
• Obtain an overview of commercial orientations
• Understand why consultative selling is a must
• Learn effective organisation techniques for presentation
• Focusing on non-verbal messages in communication
• Navigating the sales engagement process
• Learn to handle objections to close the sale

What the selling process is truly about:

• There is an inextricable link between marketing and sales. This course will introduce the marketing concept in the selling process, as an important foundation for sales communication.

An overview of commercial orientations:

• An orientation is how an organisation and its salespersons choose to present itself to prospective customers. The four main orientations, along with their implications, will be discussed here.

Why consultative selling is a must:

• Selling is not a one way process, regardless of the utility of the goods or services that an organisation markets. Participants will learn how to communicate the worthiness of their offerings to customers.

Effective organisation techniques for presentation:

• Salespersons must not rely on their company’s communication material and follow them indiscriminately. Depending on the client’s stage of buying readiness, materials and verbal messages must be structured properly to bring about the optimal effect.

Focusing on non-verbal messages in communication:

• Non-verbal communication can sometimes portray a message in a more powerful fashion than mere words. Participants will be guided to a more conscientious level of awareness of their non-verbal actions in encounters with clients.

Navigating the sales engagement process:

• Sales executives will invariably face rejection in their engagement with prospects. This course will discuss the main types of propositions and reasoning to change rejections into positive statuses.

How to handle objections to close the sale:

• Customers will frequently want the best product, with the lowest price and same day delivery. Salespersons will be guided to handle objections better to increase their chances of closing the sale.

This course will involve very hands-on participation from the participants. Participants will be expected to be active in their construction of sales processes following the lectures. Appraisal of each participant’s performance will come from the trainer as well as fellow participants, albeit in a highly constructive manner for individual improvement. Participants will walk away with a heightened sense of confidence in their communications with their customers.

This course is meant for front-line sales executives and managers. The presentation skills reviewed in this course are not just for formal address to a large audience. A one-on-one discussion with a client also requires presentation strategies to turn a prospect into a customer.