Advanced sales skills

Duration of each class: 03 (three) days.

Target audience: Tellers, Sales team.

Course’s goals

– Students able to understand the sales process of a customer specialist

– Develop business capabilities for Banks’ sales/service teams

– Students able to proficiently applying the sales process in handling real sales situations, from which it is possible to conduct retraining and direct coaching for their subordinates

– Students able to systematize knowledge of sales skills

– Improve overall sales skills

Course’s Content

– Change the perception of sales in a positive direction

– Process sales with effective supportive skills

– Being aware of the importance of improving service quality to maintain personal and organizational growth

– The K.A.S.H. Successful Salesperson Standard.

– Build sales process M.A.S.T.E.R.

– Resolving customer objections

– Effective methods of closing contracts

– Take care and solve problems with difficult customers

Teaching methods

– Lecture: 30% of the time

– Group discussion: 15% of the time

– Practice: 40% of the time

– Presentation: 15% of the time

Course Outline

Module 1: Sales profession

Target

Changing learners’ perception of sales profession, thereby helping them to have a professional and standard way of working. After this module, students have a broader vision in the profession, thereby determining long-term goals in the work. Motivate and encourage learners, help learners develop action plans and increase commitment

Content

• Perspectives of the sales profession
• Successful Sellers & Standards of success K.A.S.H.
• 4 questions for successful saleperson
• Selling hard or easy?
• Growth motivation
• Set business goals & build action plans according to 5W1H model

Module 2: Sales Process

Target

Students understand, form a habit of uniformly applying La Jardin’s sales process, and have the ability to effectively execute each step of the sales process.

Content

• Build M.A.S.T.E.R. sales process
• Skill models applied in 6 steps of meeting customers and closing contracts
• General rehearsal of the entire sales process

Module 3: Customer Service

Target

Student able to realize the importance of customer service and set up a management plan to take care any customers.

Content

• What? – What is customer service?
• Why? – Why improve service quality for customers?
• How? – How to improve customer service quality?
• Internal customer care
• Applying  with the V.I.P.S . formula
• Take care and solve problems with difficult customers