SALES TRAINING

Sales in business is typically defined as both an art and a science of coordinating people and resources.

What is sales training?

Sales training can be defined as any employee training, that an organization delivers in order to help its sales teams develop their qualities and capabilities. Most sales training courses involve the development of personal skills and techniques needed to create and explore new sales opportunities or to close sales more efficiently.

 

On the other hand, retail sales training is specifically developed for brick and mortar retail organizations in order to meet their specific needs in training store employees and associates.

 

Sales training courses are primarily orientated towards those who work as sales professionals, sales managers, product sales professionals, and sales force.

How to choses a sales training course?

There are a lot of sales training programs out there for all types of products, but choosing the right sales training course for your organization is not always easy.

 

A good sales training is about understanding the process and the right approach in any sales situation. In includes developing not only sales skills and techniques, but also improving communication and soft skills.

How companies and individuals can benefit from sales training programs?

Sales training should be seen as an investment that will helps organizations remain sustainable and competitive in long term. It will also help you teams to develop an important skillsets and to learn how to apply them in different sales situations.

 

These are just few of the many benefits sales training programs can give your organization:

  • Learning and mastering sales methodology
  • Improving communication skills
  • Learn to listen effectively

  • Overcoming customer objections
  • Developing people’s skills

Our sales –training programs:

At LSL consultancy we have developed different sales training programs, in order to meet the specific needs of your organization. Our sales training courses cover different skills and skillsets involved in the sales process:

Account Management

Key learning and description of session

Account management is the key to a successful sales career. Making a sale once is easy but maintaining that account and successfully having that client come back again and again is the hardest part. We’ve designed a program that will help you build relationships with your accounts whether they are large or small. With our exceptional organizational an analytical techniques you will see and increased ROI and improved relationships with your clients.

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Benefits

• Analyze individual portfolio of accounts
• Determine priorities and design sales call plans
• Evaluate and record sales effort results
• Make proper usage of account management tools

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Content

• Amount of accounts that individual sales people have 
— How many of them are top productive accounts? — How are the accounts distributed?
• Consider the sales pipeline
• A minimum of three months sales calls action plan for the individual sales professional

Marketing Skill Development

Key learning and description of session

Marketing is a collection of processes for creating and delivering value for customers and controlling customer relationships that are in favor of your organization. At LSL, we want to make sure you have a firm grasp of marketing from the beginning steps to advanced levels of the trade. We can show you how to effectively market your product and improve your relationships all in this comprehensive marketing module.

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Benefits

• Understanding the market context that you are in
• Adapt yourself to market dynamics
• Play a major role in market transactions

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Content

• Defining Marketing
• Company’s Analysis: Internal/External
• Organizational Improvements
• Marketing Mix: 4 P’s: Product / Price / Place / Promotion
• Marketing Strategies
• Marketing Tools
• Defining Target Groups & Customer Analysis
• Sales, Media & Customer Satisfaction
• Business Growth Strategies
• Five Competitive Forces
• Value of Attractiveness of an Industry

Making that call

Key learning and description of session

Making the call when selling your product or service is the single most important aspect of generating business. Often times this is also the most difficult part of sales. We’ve designed a program that puts more weight on telemarketing skills to help you improve your time management while opening up your business by increasing the amount of calls to clients.

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Benefits

• Learn standard telephone manners and skills
• Excel in creating a first contact on the phone
• Handle incoming calls in a very professional way
• Develop your skills in obtaining a maximum amount of information in a minimum amount of time

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Content

• Telemarketing Basics
• Ten Steps to Success
– Ready to go
– Set goals
– Product knowledge
– Organize your area
– Organize your retrieval system
– Message practice
– Right questions
– Get set to listen
– Learn how to handle objections
– Think success

Putting customers first

Key learning and description of session

Customer service is the lifeblood of any business. We understand that and have designed a program that will help you to integrate sales with a perfect customer service. Our program will leave you with excellent customer service skills that will prove to be invaluable to your current endeavors and all of your future needs in the business world. This module is designed to improve your skills in making your customers happy and satisfied.

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Benefits

• Outperform your competitors with your unique customer service
• Generate more business with satisfied customers
• Enlarge your customer network with free word-of-mouth publicity
• Set standards for your employees’ service skills

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Content

• Answering your phone.
• Make promises that you can keep.
• Listening to your customers.
• Dealing with complaints.
• Training your staff to be ALWAYS helpful, courteous, and knowledgeable
• Taking the extra step.
• Give in something extra.

Retail Sales

Key learning and description of session

Experience is a good thing to have when working in sales but it’s not everything. Sometimes the wrong habits can hinder your sales ability and often times hurt your sales numbers. It’s important for you to develop the right sales techniques not just to appeal to your customer, but to make you more comfortable with your selling. Let us teach you how to improve your sales skills with almost instant results. We’ll help you find the happy medium between aggressively selling the customer yet being honest, truthful, and realistic in your sales approach. This workshop is designed to help boost the self-assurance of your sales advisors as well as polish their sales skills and customer service approach. Retail competition is fierce and the customer buys “the way you sell” before to buy “what you sell.”

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Benefits

• Become 3 dimensional sales advisor
• Reflect the image of your brand
• Influence your customers buying behavior
• Improve your sales results
• Increase profit of the company and your personal income

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Content

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PART 1: PRESENTATION AND CONCEPT
• Your company culture / vision / mission
• Your store sales people projected professional company image
• Your store’s environment and image
• Concept – Sales skills
• Concept – Customer service skills
• Customer behaviour and buying psychology (emotional attach)
• Product knowledge
• Top 10 retail vendors’ success examples
• Virtual example of store sales

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PART 2: SALES CYCLE
• Greetings
• Needs determination
• Suggestion selling
• Trading-up
• Answering objections
• The close
• Maximizing the last moment
• After sales service

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PART 3: CUSTOMER COMPLAINTS AND MAKING YOUR CUSTOMER LOYAL
• Handling customers with care
• Available perks and words
• Customer loyalty cards
• Follow-up

Sales Technique 1: Shopper or Buyer

Key learning and description of session

This intensive and highly interactive course will equip enthusiastic salespeople with the skills necessary to return high sales-to-calls ratios and ensure their place as highly valued deal closers and relationship builders. It is designed for sales people, client service personnel, call centre staff, account managers and other individuals who need to gain commitments from internal and external clients.

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Benefits

• Create a positive first impression
• Uncover key buying criteria
• Discover and turn your buyers’ likes and dislikes to your advantage
• Demonstrate how your project meets specific needs
• Evaluate your own performance

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Content

• Receptionists/assistants roles
• The Five Buying Needs
• Using Features to your Advantage
• Tune In
– Starting well
– Complete introductions
– State call purpose
– Build rapport
• Explore Needs
– Why do people buy?
– Three kinds of questions
– Discover competitors
– Listening
• Enlarge Needs
– Going deeper
– Clarify implications
– Highlight benefits
• Match Needs
– Match needs with features
– Summarize needs and wants

Sales Technique 2: Hook The Loop

Key learning and description of session

We recognize that salespeople sometimes run into challenging questions from difficult buyers. This module will prepare you to answer those questions professionally and delicately as to please the client. We will help you close the deal, despite difficulties that the client presents.

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Benefits

• Confidently respond to a buyer’s objection
• Consistently move the buyer toward a commitment to purchase
• Be able to close the deals
• Evaluate your own performance

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Content

• How to Dissolve Resistance
– Learn to like resistance
– Our most common objections
– Acknowledge concern
– Assess validity
– Answer appropriately
– Handling price objections
• How to Gain Commitment
– It pays to ask
– Propose the next step
– Confirm an agreement
– Always end on positive note
– Commit to action

Negotiation Training: One for You - One for Me

Key learning and description of session

Effective negotiations skills help improve your business and client satisfaction while simultaneously creating a “win-win” feeling for both you and the client. We have a program that will equip you with the best negotiating tactics to make sure that everybody receives the necessary benefits out of your business deals.

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Benefits

• Establish control of negotiations by using a systematic process
• Use language structures that strengthen your position
• Trade currencies without unnecessary giveaways
• Defend your position when challenged

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Content

• Negotiation process: planning, positioning, trading and contracting
• Negotiating four possible outcomes
• Three keys to create a win-win outcome
• The three critical elements: Time, Information and Power
• Asking the right questions
• Listening skills
• Building trust
• Behavioral types: Shark, Carp and Dolphins
• B.A.T.N.A.
• Breaking a deadlock
• Tricks

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