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 Communicating sympathy Getting interest 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" Needs Questioning Listening Sharing of problems Role Play
	4. Making suggestions What is "Not suitable"? Skills to "Make Suggestions" Elements of strategy Communication of SAS Promoting decisions Role Play
	5. Dissolving concerns What is "Cannot decide"? Skill to dissolve concerns Self Management Steps to dissolving concerns
17:00	6. Reflecting study (study afterward)