文档介绍：ProSales Selling Skills - Building Business Relationships
ProSales Selling Skills
Building Business Relationships
Course Agenda
Post-Call Analysis and Summary
Day 3
Relating / Reinforcing Colgate mendation
Obtaining & Handling Feedback
mitment
Day 2
Building Business Relationships
Planning the Call
Opening the Call
Confirming Priorities
Day 1
Guidelines
Participate fully and freely
Ask questions
Share ideas and experiences
Help each other learn from and accept mistakes
Be open to new ideas; incorporate them into your own selling
Feel free to challenge; be prepared to offeralternatives
Learning Methods
Large group and small team discussions to enable everyone to participate
Brief lectures for me to present information
Workbook exercises and note-taking
Video demonstrations of effective selling skills
Video-based exercises
Role practice to provide skill application in a “safe,” supportive environment
ProSales Selling Skills Introduction Video: Discussion Question
What other changes or challenges are facing us in our business unit, and what are the implications for us?
Section 1:
Building Business Relationships
Section 1 Learning Objectives
Explain the ProSales Premise
State the three elements of building business relationships
Define and identify customer business priorities, as well as individual decision-maker priorities
Identify methods to build customers’ trust in Colgate
Develop and practice listening skills
Section 1 Agenda
Introduction / Videotaped Role Play
ProSales Premise
Purchase and Sales Processes
Building Business Relationships
Priorities
Building Trust
Listening
What if 3>...?
Application to Profiled Customer
Monday Morning Actions and Summary
Exercise : Videotaped Role Play
Groups of 3 people rotate roles: Salesperson, Customer “Jorge Sabatini,” and Observer / Camera Operator
Based on Pre-Workshop Assignment Case Study: “Palmlandia” Rio Vista Supermercado. Sell Jorge Sabatini Volumina.
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