Unstoppable Sales Professional (USP)

Building Value Added Sales Professionals for the Future

USP is a powerful sales training that gears up the knowledge, skills and attitudes of your sales supervisors, representatives (including DSRs) and managers. USP also gives a well recognized professional qualification for thriving individuals in the field of selling.  

USP is customizable for any company and different levels of sales professions.

This is the right time to gear up your sales teams. Market is rapidly changing every hour and did you upgrade the skills of your sales people? Earlier selling was all about finding the best fit of customers for your product but now the priority is to find the best fit of products for your customer. Customer’s need satisfaction has become paramount for businesses to succeed.

This has generated the need to have a dedicated sales staff in every company. A company no longer needs just a salesperson but need of the hour is a professional seller who will not only sell the products but will rather create value for the customer, manage the relationship and gather information necessary for the organization. Professionally trained seller is your one-stop solution for all sale-related challenges.

Unstoppable Sales Professional is a six months training course delivered on classroom and face-to-face sessions at the training canters in Colombo, Anuradapura, Negombo, Kandy, Galle and Kurunegala.

Following are the three types of USP qualifications available.

Curriculum

Module 1: Sales and Marketing Fundamentals

• Meaning of marketing

• Selling vs. Marketing

• Concepts of marketing: product concept, selling concept, marketing concept, holistic marketing concept, social marketing concept

• Overview of marketing management and its significance in an organization

• Understanding the products and mission of the company

• Profession of selling and its ethics

• Understanding the roles and responsibilities of the sales job

Module 2: Emotional Strength and Personality

• Understanding emotional strengths

• Power of emotional drives and customer behavior

• Understanding emotional weaknesses and strategies

• Aligning personality with sales profession

• Emotional intelligence for successful sales career

• Setting focus on market challenges

Module 3: Understanding Concepts of Selling

• Types of selling: Direct selling, Relationship selling, Partnership selling

• Types of selling tasks

• Understanding company, brands, products and industry

• Process of Selling

• Role of a professional salesperson

• Importance of gathering value

• Types of selling strategies

• Personal selling

• Defining sales cycle, hierarchy and command line up

• Conducting sales discussions/calls

• Improving conversion ratios

Module 4: Upgrading Communication and Pitching Skills

• ·      Verbal and non-verbal communication skills

• ·      Self-presentation and visibility

• ·      Understanding sales language

• ·      Improving listening skills

• ·      Managing difficult customers

• ·      Building trust and image in the territory

• ·      Assertive communication skills

• ·      Written communication and reporting

• ·      Command structure and learn to follow instructions

• ·      Inspiring customers and representing the brand

Module 5: Understanding the Customer’s Perspective

• ·      Types of sales relationships: transactional, emotional, functional

• ·      Types of customers an value of the customer

• ·      Ethical challenges faced by a salesperson

• ·      Understanding the cultural traits of the customer

• ·      Buying decision- five stages model

• ·      Reading customer language and listening to emotional appeals

• ·      Building loyalty

• ·      Recording and reporting customer feedbacks

• ·      Embrace customer feedbacks and manage complains

• ·      Decision heuristics

Module 6: Defending and Developing Sales Territory

• • ·      Analyzing the market environment/territory

  • ·      Understanding the sales protentional and challenges

  • ·      Observing competitor behavior and collect intelligence

  • ·      Holding ground and getting team support

  • ·      Strategies to defend the territory

  • ·      Building trust and brand image among retailer network

  • ·      Managing power dynamics and expand shelf space

  • ·      Manage inventory and aging stocks

  • ·      Improve stock conversion and cash collection

  • ·      Improve visibility and promotional aspects across the territory

Module 7: Sales Negotiations and Follow-up

• •     Negotiation and win-win strategy

  • ·      Understand objections from the customers

  • ·      Understanding B2B terms, ethics and exceptions

  • ·      Negotiating terms and set ground rules

  • ·      Product demonstration and selling financial pitch

  • ·      Understanding signals and managing expectations

  • ·      Closing sale and implementing transaction

  • ·      Follow-up

Module 8: Sales Reporting and Cost Analysis

• ·      Plan and monitor sales growth

• ·      Accuracy and transparency of information

• ·      Sales target setting and audit

• ·      Conducting sales analysis

• ·      Assessing own sales performance

• ·      Manage own sales dashboard and report back

• ·      Analysis of category and retailer performance

• ·      Case studies

Module 9: Ethics and Values

• ·      Understanding sales ethics of the industry and company

• ·      Set professional values

• ·      Punctuality and value added performance

• ·      Manage time, tasks and targets

• ·      Nurture professionalism

Module 10: Gearing up for Turbulent Times

• ·   Assess and forecast risks and challenges

• ·   Manage and align personal goals with sales goals

• ·   Ready to learn from failure and becoming unstoppable

• ·   Prepare for challenges and problem-solving skill

• ·   Support team members and add value

• ·   Accept criticism professionally and be proactive

• ·   Building growth mindset

• ·   Balancing personal and professional lives

For more information

Contact the Course Director

0773647717

Email

diunuwa@gmail.com

WhatsApp

0702730305