It is a new normal for today’s sales professionals to equip themselves with the relevant sales approach, strategies and skills to engage customers in a professional manner to win more sale opportunities. In addition to this, the significant shift to sell solutions virtually requires salespeople to be even more energetic, communicative, customer centric and engaging during sales dialog to establish customer credibility, earn their trust as well as to foster relationship building.

Join this workshop and prepare to learn and apply the relevant sales strategies, skills and techniques through practical selling activities for successful virtual consultative selling. 

 Workshop Benefits

• Plan and prepare for virtual selling to shorten sales cycle and increase sales results
• Apply virtual selling techniques that win customers and sales opportunities
• Conduct virtual selling in a focused manner that controls the content coverage and flow of sales conversation   
• Increase confidence to create a more engaging virtual selling experience

Learning Outcomes

• Cultivate the power of positive sales mindset that drives better sales results
• Develop the key characteristics and quality of a professional consultative salesperson
• Plan and prepare virtual consultative selling which is different from the traditional F2F selling approach
• Develop a sales process that is relevant to the buyers’ purpose, purchase behaviors and situations in a virtual environment.
• Leverage on technology to control the flow of sales conversation for positive customer engagement during the virtual sales meetings
• Apply selling techniques to conduct effective sales dialog with the multi-stakeholders
• Start a sales opening that captivates prospects, establishes credibility and builds rapport
• Articulate value propositions with sales content and cases that answer to the customers’ major problems and concerns
• Use the right words and phrases to different types of customers to enhance the sales outcomes
• Listen actively and ask relevant questions to respond to the customers’ unique circumstances
• Manage voice projection and body language when presenting to the customers, from the opening of the sales call to sales dialog to closing the call
• Overcome sales objections with closing techniques that win customer trust and purchase commitments
• Follow up and nurture customers for long-term business relationships and customer satisfaction

• Adapt communication styles that suit the customers’ personality and close business opportunities faster
• Avoid the pitfalls of virtual selling and maintain your professionalism in the virtual environment

Methodology

This is a practical and interactive workshop using realistic sales scenarios. The learning methodologies include the participants engaging in experiential hands-on learning through mini-lectures, assessments, group discussion, role plays, skills-building activities. Facilitator debriefing will engage and encourage peers and groups when conducting gap-analysis for their reflections, reviews and, critiques on areas of improvements.Group size:                     up to 12 persons

Course Duration:         

1 day, 9:00- 5:00pm

Target Audience:        

New salespeople, sales professionals, business development executives and sales managers who either sell F2F or sell virtually