．Program Description
This program focuses on the essential skills required for a sales professional to carry out the day-to-day activities in a sales opportunity process cycle. A structured approach is introduced to allow participants to identify new sales opportunities and prepare themselves knowledgeably in sales engagements, thereby leading to more efficient and productive outcomes.
．Program Objectives
This program enables the participants to:
- Appreciate the career of corporate sales as a profession
- Address the sales issues of an opportunity from the customer's perspective
- Realize who the bearer of responsibility is in making or breaking a deal
- Analyze the step-by-step activities in a selling cycle and the preparation work required
- Understand the communication and probing technique in a sales process
- Utilize the tools introduced in the program to maximize the efficiency and effectiveness of daily sales activities
．Program Topics
The program covers the following:
- Defining he role of a sales professional in the corporate environment
- Understanding he customer's perspective in their buying process
- Identifying the importance of prospecting in lead generation
- Examining the essentials in preparing the first customer visit
- Introducing the elements of opportunity qualification process
- Appreciating the key probing techniques in identifying prospect's real needs
- Addressing the handling of typical objections by prospects at different stages of a sales cycle
- Detecting common closing signals and studying keys to closing sales
- Highlighting the principles of customer relationship management
．Program Length
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