Overview

The SPARC Effective Selling Foundation Programme offers an easy to use yet powerful end-to-end sales process for anyone who wants to sell effectively in the enterprise space. Learn about what it takes to be successful in corporate sales or business-to-business selling.

Course Outline

• Introduction to the Effective Selling Model
• Overview of Non-Traditional Sales Call System
• Understanding the Buying Process
• Building Bond & Rapport using Adaptive Profiling
• Overcoming Comfort Zone Issues
• Rules of Engagement for Permission-based selling
• Effective Questioning Skills using Pattern Interupt
• Needs Discovery Process
• Uncovering Prospects' Budget
• Closing the Sales with non-traditional closing techniques
• Effective Sales Process
• Account & Opportunity Assessment
• Attack & Position Sales Strategies
• Summarize and Wrap Up

Duration

• 2 days

Workshop Leader

• Kevin Shepherdson
  

Note: This course can be customized to suit your organization's needs.

Download the brochure here

 

Contact us at sales@straitsconsultancy.com or call 6848 4421 for more information.

View our workshops on:

• Mindset / Motivation
• Sales & Marketing
  
• Communication
  
• Career Development
  





Benefits of Attending This Course

Upon completion of this training, participants will be able to :

• Qualify or disqualify the prospect or business opportunity quickly and accurately
• Uncover the parameters of doing business early in the process
• Develop an understanding with the prospect as to exactly what is to happen - when, how and with whom - and then manage the process
• Get a decision when a solution / proposal is presented
• Execute the selling process effectively
• Manage every sales call / meeting to predictable outcome
• Establish bonding and rapport with prospects/customers to create an environment of trust that facilitates information flow
• Handle prospects and objections effectively
• Draw critical information out from prospect/customer

Who Should Attend?

• Sales Professionals
• Team Leaders
• Sales Leaders
• Account Manager
• Territory Managers
• Inside Sales Reps
• Anyone who needs to sell directly or indirectly
  

Testimonials

• "I found the rules of engagement, questioning and building rapport very effective for me I am now  able to understand customers better over the phone & know how to address their pains."

• "The workshop gave me a good refresher of the basics effective selling skill / processMy biggest take away is the flipping method of questioning."

• "After this work, I have learned to be more positive and follow the sales process the right way."

• "The greatest thing that I learned from this way is the SPARC methodology."