Training Customer Focus Selling Skils

Deskripsi

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.

Materi Pelatihan Customer Focus Selling Skils

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”;

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

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

Fasilitas Yang Diperoleh

• Lokasi Training di Hotel Bintang 3-5
• Ruang Pelatihan Full AC, Toilet dan Musholla
• Perlengkapan Visual LCD Proyektor, & Whiteboard
• Modul / Handout(Hard Copy & Soft Copy)
• Training Kit (Co-Card, Bolpoin, & Buku Catatan)
• 1x Makan Siang dan 2x Coffee Break (Snack)
  
• Penjemputan Bandara Hotel (Pulang-Pergi selama pelatihan)
• Basement Tempat Parkir Motor dan Mobil yang Aman
• Akses Internet Wireless
• Smoking Area.
• Sertifikat Keikutsertaan Training
• Merchandise menarik dari Duta Pro Training & Consulting
• Konsultasi dengan Instruktur setelah Pelatihan