Nordic Sales System

 

Results:

• Sales volume increased up to 80%
• Increased motivation to sell
• Higher sales confidence
• Systemic sales system based on facilitating the buyer 
• Many more appointments booked by cold calls
• Personal influence enhanced greatly

Skills: 

• Build rapport instantly
• Ask questions that sell to the subconscious mind
• Elicit and utilize client’s buying criteria
• Discover and adjust to client’s buying strategy
• Present in a way that is compelling to the buyer.
• Focus on client’s objectives
• Close quickly
• Eliminate “buyer’s remorse”

 

Duration:

3 – 4 days

 

Work methods:   

The essence of the program lies in exercises, including role plays, which account for up to 75% of total training time. The seminar structure is as follows: Trainer conducts a live demo of the skill to be learned by demonstrating it to participants within the context of their own behavior, for exapmle, by playing the role of a salesperson. Then all participants, in groups of three, practice the skill by each taking a turn as salesperson, customer and observer. They continue, changing the roles and content of the exercise until the skill is fully mastered. Participants receive ongoing feedback from the trainers and their peers to ensure their understanding. It all happens in a very supportive atmosphere full of positive thinking, permission to make mistakes and the opportunity to learn from those mistakes.

 

Program contents:

1.     How to become a successful salesperson?

• What are goal-oriented sales? Customer-oriented sales approach. Success triangle. The impact of goal-setting on sales results. Methods to reach sales goals. Positive thinking and self-confidence in sales. 

2.     The power of rapport.

• Rapport skills. Technology of pacing and leading. Making a good first impression. How to gain the client’s acceptance and respect. How to make the salesperson memorable to the client. Eye contact and note taking. Significance of personal relationship in the sales process. “Relationship selling.”

3.     Opening conversation and eliciting client’s needs.

• Opening a conversation with a person of any personality type. What should be done before presenting a product? Finding out client’s needs. Types of sales questions. Correct choice of the question type. The questions a client cannot avoid. How to listen to the client. Active listening skills. Product-specific questions. The skill of making an effective summary.

4.     How to sell your product so that the client is eager to buy it?

• What is important for the client when buying your product? Discovering and applying customer’s buying criteria. What to do if your offer does not meet some of customer’s buying criteria.
• What is buying decision strategy? How to foresee the client’s behavior and use it for your advantage. Making use of client’s buying strategy while selling. Why should the client buy your product?
•  “Buying facilitation” – structure of a sales conversation where you lead the customer through a “funnel of decision making".

5.     Written sales proposals that get accepted

•  What is the true purpose of a sales proposal? Full structure of a convincing sales proposal. The concept of selling value. Options selling.

6.     A sales presentation the customer cannot resist.

• Testing the client’s readiness to buy. What to say when presenting a solution. Customer product benefits versus product features. Basic presentation skills. Correct use of voice and body language. Language structures that influence and convince. Power of embedded commands and statements. Persuasion techniques. Presenting and backing up the price. Pros and cons of discounts.

7.     Powerful techniques for handling objections.

• Why do clients object? How to anticipate the client’s objections and prevent them. Use of objections to your advantage. “Objections aikido” technique. How to avoid taking objections and rejections personally. Defending your position.

8.     A step ahead of your competitor.

• Why should the customer choose you? Sales in a competitive environment. Collecting information about competitors and using it.

9.     Closing the deal and follow-up.

• Closing techniques. Follow up and satisfaction control. Maintaining the relationship. Additional products. Power of recommendations.

10.  Telephone sales.

• The right time to call. Calls with different purposes. How to reach the decision maker via the secretary. Making an appointment. Rapport on the line. Telephone etiquette. Organization and contents of sales conversations on the line.

For availability and more info, please call now 402 597 6981

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