Training Customer Focus Selling Skills (JAKARTA)
21-22 September 2020
22-23 Oktober 2020
23-24 November 2020
21-22 Desember 2020
Tempat
Hotel Dreamtel/Hotel Maxone Jakarta
Pendahuluan
Pelatihan teknik menjual ini difokuskan kepada bagaimana memenuhi kebutuhan pelanggan sehingga sangat cocok untuk staf penjualan yang bergerak dalam bidang penjualan jasa, barang yang sulit dan kompleks, kontrak tender, ataupun barang/jasa yang bernilai tinggi. Pelatihan ini dimakduskan agar peserta mempunyai pemahaman dan ketrampilan mengenai Professional Selling Skills; memahami langkah-langkah teknis, konsep, sikap, dan perilaku yang dituntut dalam bidang penjualan; memperluas pengetahuan mengenai lingkungan penjualan dan pemasaran; dan dilengkapi dengan teknik membimbing dan menjadi mentor untuk sales persons junior ataupun yang baru.
TOPIK BAHASAN
1: ROLES OF SALESPERSONS
- Market Conditions and Challenges;
- Building Competitiveness Factors;
- The Selling Challenges;
- The Role of Salesperson;
- The Persuasive Selling Process;
2: PROSPECTING AND CONTACTING
- The Prospecting Funnel;
- The Power of Referrals;
- Qualification and Sales Strategy;
- Initial Contact; Introduction Letter;
- Initial Contact: Phone Call;
- Cold Calling;
- Choosing Methods of Contact;
- Tips for Telephone Appointment.
3: PLANNING THE SALES
- Planning the Sales;
- Anticipating the Customer’s Needs;
- Qualifying the Sales;
- Developing Relationship with prospect.
- Gathering Information;
- The Information Gathering “Funnel”;
GROUP DISCUSSION: PREPARING PRODUCT BENEFIT
INDIVIDUAL PRESENTATION AND FEEDBACK
Each participant will be asked to presents the benefits of each products using OHP and or LCD presentation tools. Instructor and the participants will give their opinion and feedbacks.
4: PRESENTING SOLUTION AND CLOSING THE SALES
- Presenting Solution;
- Deciding on the Value-added Solution;
- Checking for Viable Solution;
- Developing the Presentation Strategy;
- Written Proposals;
- Gaining Customer’s Commitment (Closing the Sales);
- Buying Signals;
- Action – Keeping the Commitments;
5: WORKING WITH OBSTACLES AND HANDLING COMPLAINTS
- Working with Obstacles;
- Customer Obstacles;
- Types of Obstacles;
- Dealing with Obstacles;
- Tips in Handling Complaints
INDIVIDUAL ROLE-PLAY: GATHERING INFORMATION AND SELLING TECHNIQUES
6: COACHING AND MENTORING
- Introduction to coaching;
- What is coaching, counseling, and mentoring;
- How to determine if coaching is needed;
- Coaching model;
- Feedback exercise; performance feedback tips;
- Steps for conducting formal observation;
- Coaching response exercise;
- Review of handling difficult employees;
- Effective mentoring techniques
INDIVIDUAL ROLE-PLAY: DEALING WITH OBSTACLES AND HANDLING COMPLAINTS
FASILITATOR :
Trainer Team
INVESTASI
Rp 4.500.000,- (Empat Juta Lima Ratus Ribu Rupiah)
FASILITAS :
- Seminar Kits (Handcopy Materi + Tas + ATK + Flashdisk)
- Makan Siang
- Coffee Break
- Sertifikat
