Details

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Consultative SPIN Selling Workshop

Duration: 2 Days
Time Schedule: 9:00am to 5:00pm

Introduction

Sales provides revenue which is the blood to keep your company alive, that is why achievement to hit the sale target is so important. However, some of the business owner or sales person are still struggling to achieve it, even though they may already attend some training courses and try in every way they can.

Knowledge can be powerful only under the right way of execution. Therefore, with the real experiences in the business world, our professional Sales Certification team has design a simple, workable, easy to learn & do formula, complete the 6 modules in 2 days.

Course Objectives

Upon completion of this program, participants should be able to:

• Fine tune your methods in achieving your sales results.
• You will have clearer direction of your goal.
• Enhancing your skills in getting more leads from acquisition.
• Better skill in Art of Rapport.
• Upgrade the convincing Power of your product presentation.
• Turn objection into business deal.
• Handling difficult customer professionally.

Key Contents

Module 1: Journey to Success in Sales with SPIN

Objective: Create higher level of self-awareness and knowing the rapid changes of the world. Shift the mindset to openness in leaning effective knowledges and skills to cope the current market situation. This is also a very important module that prepare the participants in handling the whole learning of this workshop with pro-activeness.

• Blue Print of Success Journey
• Principles of Work Smart in Sales
• Success planning with SPIN Selling
• Framework of SPIN with 4 steps Questioning technique

Module 2: Direction & Goal Setting in Achieving Sales Results

Objective: Begins with the end in Mind. Embrace Success strategies with a clear direction is the fundamental in achieving your goal in sales. Learn the elements of sales goal and put it into compulsory practice.

• Assessment – Direction of Mindset
• Direction of Mindset
• Identify the Obstacles in you
• The truth of Sales
• SMARTEST Goal in your Sales Direction

Module 3: The Art of Building Rapport

Objective: Disarm resistance by engaging others with rapport according to different types of personalities, create the sense of comfort and connection with customers, which play a very important part in setting up the strong platform in nurturing the relationship with clients that will enhance the trust towards continues healthy selling process.

• Introduction to rapport define
• First Impression
• Strategies of building a good Rapport
• Fundamental - Personality Profiling
• Personality profiling Scenario Role Play

Module 4: Need Analysis

Objective: Knowing the real needs in customer’s perspective is the key to achieve closure result in the end. Learn to always aware the importance of need analysis and using the effective techniques to have a clearer idea in helping the customer to get the suitable product.

• Information Collection
• Questions for Need Analysis
• Skills for Need Analysis
• Needs Vs. Wants
• Customer Orientation

Module 5: Product Presentation

Objective: Most sales person doing product presentation like a boring reading robot which mostly turn down the desire of buying from the customer. Knowing a better and interesting methods to present your product, learn to create the buying desire during the process of presentation is a plus point to your sales closure.

• Turn features into benefits
• Relates the benefits to the customer
• Activity: “So What”
• Reflects & Discussion

Module 6: Persuasion & Closing Techniques

Objective: Have a better mental preparation by knowing the mountain of challenges in sell. Explore beyond utilisation of effective communication via meta model and powerful question leading technique. A good rapport is a good start, but it need the advance persuasion to further engage the willingness of sales closing from the perspective of customer.

• Facts of Difficult Customer
• Mountain of Persuasion Challenge
• The Direction of Communication
• Personal Energy Management
• Thought-feeling-Action (TFA Model)
• Objection Handling
• Sales closure
• Retention

Methodology

• Interactive lecture
• Video Presentation
• Group workshop & personal reflections
• Role Plays & Discussions