Sales Foundations Training: Build Professional Sales Skills to Handle Daily Sales with Ease

Course outline

Introductory course: Sales basic ability, the only way to quickly iterate

1. A blur: How should I efficiently find customers?

1.1. Before reaching out

·8 major ways to get business opportunities

·7 major tagging methods for precise customer targeting

·Background check: essential preparations before meeting a customer

·How to quickly achieve a successful first meeting via email?

·How to quickly achieve a successful first meeting via phone call?

·Decorate your WeChat like this to boost your first impression

·How to quickly achieve a successful first meeting via WeChat?

·How to quickly achieve a successful first meeting via an intermediary?

·How can sales newcomers quickly build their own network?

1.2. First meeting / customer visit

·Set visit goals this way to avoid ineffective customer visits

·Pre-visit preparation: 70+ item visit preparation checklist, check one by one without mistakes

·Follow the communication templates before, during, and after the meeting, and your first impression won't be bad

·Do the visit opening and transition into the main topic this way, natural and not pretentious

·Ask questions to get information this way, smooth and not offensive

2. Clarify the customer: for a single customer, how should I plan my approach?

2.1. The way of managing customer relationships

·The essence of customer relationships that 90% of salespeople don't understand

·How to judge whether the customer relationship is in place?

·In business settings, how to chat to deepen trust?

·In private settings, how to interact to get closer?

·In public and private settings, how to advance and retreat to grasp the balance of customer relationships??

·Executive customer relationships 1: 2 key preparation elements before connecting with executives?

·Executive customer relationships 2: How to establish executive relationships?

·Executive customer relationships 3: How to maintain executive relationships?

·High-performance customer relationships: A customer relationship layout method that doubles ROI

·Do holiday greetings this way, and customer relationships quickly reach a new level

·Give gifts this way to score points without stepping on landmines

·At different sales stages, what information to get and how to get it?

·How to ask about the reliability of a sales project?

·How to ask about the key person's KPI, hobbies, taboos, and purchasing preferences?

·How to ask about competitors' movements?

2.3. High-performance communication

·Communication fundamentals: effective listening + two types of questioning, do it this way to be professional

·Communication advanced 1: How to ask about customers' real needs and obtain sensitive information?

·Communication advanced 2: Follow-up communication + expectation management, the surefire way to quickly improve customer

favorability

·Communication advanced 3: Communicate with multiple stakeholders this way to achieve goals and satisfy all parties

·Communication advanced 4: Persuasive communication, different negotiation styles for different situations

·Practical communication: small details make a big difference

·Course fundamentals: content design + on-site delivery, do it this way to be professional

3. How to precisely target customers: For a single customer, how should I plan my approach?

3.1. Identifying customer needs

· Needs hierarchy management theory: managing and solving customer needs from an all-directional positioning

· SPIN questioning: a customer-needs-led questioning method

· Hierarchy management theory + SPIN: get customers to openly say "I need it"

· Value presentation

· High/mid/low tiers: find the right person and present the right value

· Which value should be presented on which platform? Which value should be covered in Part 2 of the course?

· Multiple stakeholders at the same time on site, how to present value?

· What standard should the course PPT be prepared to, plus points without losing points

· 3.3. Handling objections

· What to do when the customer says no?

· What to do when the customer shows dissatisfaction with the product or service?

· What to do when the customer pushes back?

· What to do when the customer raises a request you can't handle?

· How to stay calm and push forward without getting emotional?

· 3.4. Competitive strategy

· The customer already has a stable supplier, how to break through quickly?

· How to understand the competitor's situation and guide the customer?

· How to avoid a price war?

· The competitor's overall solution is better than mine, how to solve it?

· 3.5. Win-win negotiation, lasting meaning

· Master the 2 key points of negotiation and become a negotiation expert

· Learn 8 practical negotiation techniques to save effort and stress in negotiations

· Clarify 5 common counterpart tactics and quickly understand and resolve them

· Negotiation case analysis: how to talk about price, terms, and delivery model?

· 3.6. Final step, quick closing

· Different AOV and different sales natures, quick closing — what's the difference?

· What effect does forcing the order have?

· High AOV quick closing, what to do right

· Low AOV quick closing, what to do wrong