Sales Skills - School of Business

I - GENERAL INFORMATION

Today, the customer profile and behavior in the target audience of sales and marketing is in great change. First of all, it is necessary to understand these changes in the customer that cause this.

Seller behaviors and marketing approaches focused solely on their own interests and characteristics have long since taken their place in the dusty pages of history. 

Nowadays, there are companies that understand their customers, analyze and care about their psychological characteristics, respect their purchasing behavior and characteristics, integrate the new marketing approach with professional salesman behavior, and aim for perfect service. People and institutions that have acquired this will only be able to continue their existence. Keeping customer satisfaction at the highest level is only possible with a perfect service approach.

II - PURPOSE OF EDUCATION

The purpose of this training program is; Primarily, it aims to develop behaviors that will enable the participants to realize this existence process and improve themselves in this direction, and accordingly, to create customer loyalty with a service approach aimed at exceeding the customer's expectations.

III - EXPECTED GAINS FROM EDUCATION

At the end of the training, participants will learn to correctly understand customer psychology and customer needs, to be aware of the needs of potential customers, to direct them to the right product according to the customer profile and to conclude the sale successfully.

IV - EDUCATIONAL CONTENT

   4.1 PERSONALITY CHARACTERISTICS OF THE EXPERT SALESPERSON

• Basic Communication Skills,
  
• Using Body Language correctly,
  
• How Important Is “Physical Appearance”? How should it be?
  
• Personal Image Management.
  

   4.2 WHY DOES A SALESPERSON LOSE A CUSTOMER?

• Not being obsessively committed to your job,
• Not listening to the customer,
• Do not put yourself in the customer's shoes,
• Not asking the customer for their opinion,
• Trying to persuade the customer instead of conveying information,
• Underestimating the customer's intelligence,
• Thinking that things are "all in the bag"

   4.3 EFFECTIVE SALES STRATEGIES

• "Strategic Marketing" and its principles for effective sales,
• Basic approaches in sales process management,
• Relational selling,
• Adaptive selling,
• Research: identifying customers and customer behavior,
• Sales negotiation and opening methods,
• Listening approaches and managing customer communication,
• Understanding the problem and producing solutions - demand management,
• Negotiation techniques,
• Removal of objections,
• Sales closing approaches,
• Ensuring and monitoring customer continuity, bidding farewell to the customer.