The Efficient Sales Manager

Summary

Successful sales people know how to connect to their clients and understand the hidden needs (undeclared needs); by knowing what the client really needs even though the client is still unconscious about it.

Many techniques have been developed to teach how to sell benefits instead of features. But many programs failed o teach teams how to relate benefits to customers needs.

This program takes an advanced approach by training teams how to establish the need with the client and relate the product/service benefits to satisfy those needs.

It supports participants to identify opportunities and create new ones that maximize revenues and profits  by applying a top world class proven selling technique that enables cross selling and Up selling.

This is an interactive workshop; Participants are expected to share their experiences by active participation in the case studies and simulations throughout the workshop.

Objectives:

• Strengthen the participants’ ability to engage in strategic dialogues.
• Enhance their skills to position and leverage the organization’s broad range of resources to meet clients’ needs.
• Leverage the full resources, and successfully implement an individual/team upselling – cross-selling technique. 
• Think “big picture” about the client’s needs and “think team” about their internal organization (“we” vs. “I” sales strategy). 
• Understand how to upsell & cross-sell within the organization as well as how to internally obtain resources, debrief, and win the business.
• Put in practice an upselling / cross-sell process which includes recognizing cues, probing for opportunities, directing the client to the need, amplifying the need and ethically satisfying the need.

Target Audience:

• Sales Team.

Duration:

2 Days