Sales Coaching & Sales Training Simplified Sales Training MD DC VA
Media sales training
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3 Day Program on: Professional Media Sales Training Using a Consultative/ Relationship building approach enabling Lifetime Customers! The Objective of the ‘Professional Media Sales Training’ program offered by ‘The con SELLtant’ is to ensure a thorough understanding & importance of the sales process by using a consultative approach and building on customer relationships, while enabling one to become more professional & successful in a sales role, while looking at Customer Retention on a long term. The program is suitable for anyone relatively new to selling, as well as, the more experienced ones, who wish to refresh or fine tune their existing skills in line with today’s’ need for a more consultative or relationship building approach. The program using a very practical approach covers right from the difference between ‘hard sell’ & ‘consultative’ approach, through the buying & selling process, through the core part of the session…i.e.; the 6 steps of a professional call, covering right from the preparation stage through the close, including steps to retain the customer. At the end of the program participants would have gained a full understanding of both the buying & selling processes including the importance of being well organized. And most importantly… over the period of the course, participants would have worked through the six step sales process, practicing the skills at each stage, so that their selling skills are developed & reinforced; while also working on selling (their own) products/services, making the role-plays very realistic & practical.
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MEDIA SALES TRAINING www.SalesTrainingMiddleEast.com, www.SalesTrainingIndia.com, www.Sales-Training.in
Transcript of Media sales training
3 Day Program on:
Professional Media Sales Training
Using a Consultative/ Relationship building approach enabling Lifetime Customers! The Objective of the ‘Professional Media Sales Training’ program offered by ‘The conSELLtant’ is to ensure a thorough understanding & importance of the sales process by using a consultative approach and building on customer relationships, while enabling one to become more professional & successful in a sales role, while looking at Customer Retention on a long term. The program is suitable for anyone relatively new to selling, as well as, the more experienced ones, who wish to refresh or fine tune their existing skills in line with today’s’ need for a more consultative or relationship building approach. The program using a very practical approach covers right from the difference between ‘hard sell’ & ‘consultative’ approach, through the buying & selling process, through the core part of the session…i.e.; the 6 steps of a professional call, covering right from the preparation stage through the close, including steps to retain the customer. At the end of the program participants would have gained a full understanding of both the buying & selling processes including the importance of being well organized. And most importantly… over the period of the course, participants would have worked through the six step sales process, practicing the skills at each stage, so that their selling skills are developed & reinforced; while also working on selling (their own) products/services, making the role-plays very realistic & practical.
Course Content: The Individual-You! -Duties & Responsibilities of a Professional Media Sales Person −Key Attributes of a Professional Sales Representative/ Tele –Caller -Self Confidence vs Self Esteem! -Relationship/Consultative Selling Approach-It’s importance in today’s competitive world! -The Buying/Sales Process. -Behavioral Analysis-Understanding Self & Others -Identifying & Dealing with different buyers -How & Why people buy The Media The Marketing Mix Promotion/ Advertising Types of Advertising-Creative/ Directive Evaluating/ Understanding Strengths & Weaknesses of various Advertising Media The basic requirements for a good advertising medium Media Mix Why people Advertise? The 3 P’s Understanding the Customer Cycle-Known, Unknown Market & Lost Customers Attract Buyers, Interest Buyers, Convince Buyers, Prompt Buyers to take action Visual Impact Groups of Buyers-RASPF/ NEDICT The Sales Call-On Phone/ Person -Pre Call-Account Preparation & Planning -Physical/Mental, Self Preparation -Approach-Phone/In person -Telephone Skills & Manners -Fact Finding-the Art of Questioning/ Effective Listening -Proving Value -Recommendation/Presenting the Solution -Use of Visual Aids -Features vs. Benefits-Selling Benefits! -Handling Customer Concerns/Objections -Gaining a Commitment/ Closing with Confidence -Getting the most of your Telemarketing Voice -Importance of Collecting your Money while yet Keeping the Customer. Skills Practice -Important videos would be shown to reiterate the above principles at each step of the sale -Several exercises -Role Plays at each stage (Mock calls to build confidence)
How the course works: The approach used would be more of a SEE & REMEMBER, along with DO & UNDERSTAND, using audio-visuals, video clippings, exercises & role-plays at every stage, with an opportunity for each participant to do a complete mock call by the close of session. Participants are provided a full understanding of both the buying & selling processes and the importance of being well organized. Over the period of the course, participants work through the 6 step sales process, practicing the skills at each stage, so that their selling skills are developed & reinforced. During the course they work on selling their own services, making the role-plays realistic & practical
--------------------------------------- Contact: Tel: (091-44) 43531000 (091-44) 43531300 Hotline: 94440 365(days) 24(hrs)
Email: [email protected],[email protected], [email protected]
We service some of the top most names as Clients in India, Middle East, Africa & SE Asia… names and testimonials of which can be seen on the websites listed below:
Websites: www.SalesTrainingIndia.Com, www.Sales-Training.in , www.RetailSalesTraining.in www.CollectionSkills.Com, www.EtiquetteWorks.in , www.ManualPreparation.com,
www.FirstContactAcademy.Com,
