"It was not Sales Training,
it was Sales Coaching !",
this was the feeling that
every executive had after
attending 'Magnetic Selling
", a one day training
program Organized by M/s AMD
Far East for its executives
on 9th July
Mr
S.Prakash, CEO, See Change consulting
,right from defining the "Need
" of a prospect ,wading
through the nuances of Pre prospecting
punched with 10/90 Sales response
Management made the participants
feel that a Coach was on "their
side" to provide an attentive
support for handling the entire
Sales cycle.
The
program was received well by the
participants and they were provided
'pocket Booklets" as an instant
reference of the whole sales process.
The
highlight of the program was that
a self help book titled "Magnetic
Selling " accompanied by
"You Too Can Sell "
- the 6 Cassette Audio book authored
by Mr S.Prakash were presented
as gifts to Mr Manoj .
OVERALL
OBJECTIVE OF TRAINING PROGRAM
Visualize
and plan calls using a systematic process.
Establish
a realistic outcome for a sales call.
Get a strong
start in the call with a well-planned
opening that focuses the call.
Prepare questions
to increase your understanding of the
customer's situation.
Anticipate
and plan responses for sales obstacles.
Define sales
obstacles and the sales (call) process.
Examine how
to identify sales obstacles.
Examine a
process for responding to sales obstacles.
Conclude
with an application exercise allowing
you to apply what you have learned
Program
Contents:
3
Step Success formula
Pre
Prospecting - Basics of call planning
Call
Planning - checklist
Prospect
Rating
Probing
Techniques
Open
Probe/Close Probe/Yes-No probe/Leading
probe/Reverse Probe
