TRAINING ZIGLAR SALES SYSTEM WORLDWIDE-SEMINAR MANAGING THE SALES PROCESS

Training Ziglar Sales System Worldwide-Seminar Mengelola Proses Penjualan

Training Results-Oriented Sales Process

What You Will Learn

At the conclusion of this module, you will be able to:
1. Implement a logical, results-oriented Sales Process.
2. Use high-impact questions to uncover the real needs, issues and concerns of the prospect.
3. Create need awareness on the part of the prospect.
4. Present your solutions using the “Lead With Need” concept.
5. Close more sales more often.
6. Manage and overcome objections in a professional, confident manner.

Who should attend?

CEOs, COOs, Directors, General Managers, Senior Managers, Managers, Enterpreneursor Academician that responsible for:
* Product Development
* Marketing and Sales

The Ziglar Selling System
1. Selling is a PROCESS, not an event. Selling is something you do with prospects, not to them.
2. Objections may occur AT ANY POINT in the Selling Process.
3. You should ANTICIPATE objections and PREPARE for them. “The Law of Six” states you will receive approximately six (6) objections. Your challenge is to prepare for these.
4. A prospect will make a new decision only when he/she is presented with NEW INFORMATION.
5. You must QUESTION the objection so you can clearly UNDERSTAND the reason and IDENTIFY what the prospect is really saying.
6. Once you have clearly understood and identified the objection, you must EMPATHIZE with the prospect.
7. You only want to deal with the TRUE objection. Therefore, you must TEST the objection in order to determine if it is valid or invalid.
8. You must provide EVIDENCE in overcoming objections.
9. Once you overcome the objection, you should gain agreement that the objection has been satisfactorily answered and continue with the sales process.

MODULE

TITLE

BENEFITS

1

TRUST Baseline • The difference between a sales process and a sales event • The difference between selling a product and selling a solution • How to uncover a customer’s reasons for buying
* Simple enough to learn and use for the novice Easy and repeatable formula for increasing sales Advanced concepts for the seasoned professional

2

Think and Relate • The importance of using a wellplanned selling process (T.R.U.S.T.) • Different methods of prospecting for customers • Creating a general benefit statement
* The fastest and best methods for obtaining new clients The quickest ways to turn prospects into cutomers Principles that are based on human psychology and human behavior

3

Uncover Customer Needs • The natural law of homeostasis and how it applies to selling • Discovering the prospect’s reasons, benefits and criteria
* Higher close ratios More meaningful client/company interactions

4

Selling the Solution • Leading with needs instead of product or service • Recognizing and responding to the prospect’s verbal and nonverbal communications • Creating a sense of urgency in the prospect
* Greater value for your product or service Igniting sales

5

Taking Action • Differentiating between true and false objections • Testing the objections • How and when to ask for the order and close the sale
* Focusing and pinpointing your actions to meet customer needs

6

Sales Clinics • Indepth practice and drill on prospecting, managing objections, and closing • How to use time for maximum productivity • How to accomplish more each day • Determining the best sales approach for each prospect
* Increases confidence with increases in competence Predictable success Greater understanding from a flexible approach

Metode :

Kelas interaktif (ceramah dan studi kasus), metode penyelenggaraan dapat dilakukan melalui training online, training zoom ataupun training tatap muka