Selling In Tough Times: Be The Game Changer

Introduction

Sales professionals need to equip themselves with different mindset and skill set when selling in a difficult economy. Instead of waiting for customers to walk to you and focusing only on low-hanging fruits, sales professionals need to proactively look for new prospects, new business opportunities, and take extra effort to create market demands and customer needs. Having better trained sales professionals than your competitors is a sure way to gain an edge. This is a highly practical program with proven strategies and step-by-step guidance.

Course Objectives

• Develop a new sales mindset and attitude to succeed in tough times
• Differentiate yourself from competition beyond price and product differentiation
• Learn how to create customer needs and market demands via online and offline selling to transform non-ready buyers into ready-buyers
• Transform from a 'product pusher' to a 'trusted consultant' to gain a higher level of trust and stand out from the competition
• Learn how to demonstrate value and price to increase customer perceived value
• Handle different customer objections and lead customers to the closing stage
• Increase your closing ratio

Key Content

Module 1: High performance sales mindset in tough times

• The economic cycle
• What it takes to succeed in tough times – competency battle and psychology battle
• What’s your mindset when selling in tough times?
• The evolution of selling – the new way of selling

Module 2: Creating business differentiation through value selling

• Why do customers buy your offer?
• The myths of value selling: unique selling points (USP) vs points of difference (POD)
• How to sell when your price is not the lowest?
• How to sell when your products don't have much differentiation?
• The value selling strategy: how to avoid the price war game and create strong differentiation for your business
• How to handle price objections?

Module 3: Creating market demands and customer's needs

• Necessity goods vs non-necessity goods
• 4 strategies in creating market demands and customer needs
• Targeted customer analysis: ready buyers, no desire, no ideas, etc.
• Using different strategies to create market demands and customer needs based on different targeted customers
• Business case studies sharing

Module 4: Handling customer's objections and creating customer's urgency

• The common customer objections
• Why customers object?
• 4 proven steps in overcoming different types of customer objections
• Using different closing techniques to secure sales and gain customer commitment without being pushy
• Creating customer urgency

Target Audience

This course is suitable for new and seasoned sales professionals.