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STRATEGIC SALES MASTERS

Purpose

SSM: STRATEGIC SALES MASTERS is designed to help sales people create and maintain a naturally-satisfying relationship with your customers. In order to do that, you need to establish a trustworthy relationship in which they can talk about their problems without any reservation and you can understand their perspective.

Expected Results

You will be able to:

  • Understand customers’ expectations and feelings, so you will be able to deal with them appropriately
  • Perform more effective sales activities by sorting out your experiences
  • Approach each customer more effectively by understanding the situation and interrelation of people in the process.

Who should take this course?

  • Potential participants: Sales staff, sales managers
  • Number: 20 per class
  • Period: 2 days

Course Program

Day 1
9:00

1. Orientation

  • Purpose of the course
  • Purpose of work
  • 4 steps of growth
  • Sales activity’s process
  • Course procedure

2. Establishing trust

  • What is “Not believing”?
  • Skills for establishment of trust
    1. Communicating sympathy
    2. Getting interest
    3. Elements of trust
  • Role play
17:00

3. Sharing problems

  • What is “No need”?
Day 2
9:00

3. Sharing problems (continued)

  • What is a problem?
  • Skills of “Sharing problems”
    1. Needs
    2. Questioning
    3. Listening
    4. Sharing of problems
  • Role Play

4. Making suggestions

  • What is “Not suitable”?
  • Skills to “Make Suggestions”
    1. Elements of strategy
    2. Communication of SAS
    3. Promoting decisions
  • Role Play

5. Dissolving concerns

  • What is “Cannot decide”?
  • Skill to dissolve concerns
    1. Self Management
    2. Steps to dissolving concerns
17:00

6. Reflecting study (study afterward)

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