Benefit-Centric Selling Skills

Benefit-Centric Selling Skills

Introduction

Stop Acting Like A Seller and Start Thinking Like A Buyer!

How do you differentiate yourself from your competitors? How do you get potential customers to pay attention to what you are selling? How do you persuade them? How do you get them to trust you? How do you manage objections and do closing? How do you negotiate?

Increased competition, expanded customer choices, highly informed customers through information technology and a tough economy, have changed the way we do business forever.

What is Benefit-Centric Selling? It means, matching your product benefits to the needs of the customer, which means, helping your customers find value & solutions to their buying problem! When you do this way, you sell the way customers want you to buy!

For all these to happen, you need to Stop Acting Like A Seller and Start Thinking Like A Buyer!

This 2-day powerful program is designed to equip the Sales Professionals with the step-by-step knowledge, skills and tools of Benefit-Centric Selling to demonstrate value to their potential customers and enhance their selling skills!

Organization

Diya Training & Development Consultancy Sdn Bhd

Outcome

At the end of this program, participants will be able to:

- Define what selling really means and change the way you do sales!
- Identify key qualities & skills of a successful sales person
- Learn why credibility and integrity form the pillars of successful selling
- Define benefit / value-based selling and how it is critical to selling
- Distinguish differences between 'features & benefits / value'
- Use benefit / value statements to communicate and match product benefits & value to the needs of the customers
- Improve persuasion by focusing on what benefits the customer
- Use effective probing and problem-solving skills to uncover customer needs and position product benefits & value to influence customers
- Manage customer objections using the 4 Step ACES and use a problem-solving approach to find solutions to a customer's "buying problem"
- Improve their selling skills using the powerful 5 Step MASTO structure and create Benefit / Value-Based sales

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No	Topic	Topic Description
1	Module 1 – Why Should I Buy From You?	Reality check Group discussion - challenges you face in sales How do you currently sell / influence? Why should customers buy from you? What is "selling" actually? What are the top qualities & skills of a great salesperson? What do customers want from the salesperson? Credibility & solution
2	Module 2 – Benefit / Value-Centric Selling	What is Benefit / Value-Centric Selling? The 5 Elements of Benefit / Value-Centric Selling Features And Benefits (FAB) – The differences and why it matters Definitions of features and benefits Your voice is your calling card - 3 areas of a confident voice Examples of benefits / value words Using the "benefit / value" words in a sentence Additional examples of benefit / value -phrases Uncovering needs before selling Problem-solving thinking & probing questions to position b / v Role-plays There is no sale if....
3	Module 3 – Conducting Sales Using 5 Step MASTO	What do you say & do when meeting customers? Demonstrating professionalism when meeting customers The 5 step MASTO sales process: Step 1 - make the introduction & state your intentions Step 2 - ask questions to uncover needs (probing) Step 3 - show features & explain benefits / value Step 4 - trial close & listen Step 5 - objection-handling & problem-solving Role-plays
4	Module 4 - Make Introduction, State Your Intentions & Probe	How to make the introduction? State your intentions, start probing to uncover needs Show features, explain benefits/value, trial close & listen Use fab technique about your product & services & b / v phrases How to do trial close? How to demonstrate listening? Objection-handling & problem-solving Why customers object? The 4 step aces to objection handling & problem-solving Acknowledge Clarify Explain Seek Examples of phrases / words when using aces Managing price objections - communication & strategy Role-plays Conduct your role-plays again using MASTRO Following-up and follow-through Re-cap, summary & closing

Expert

Sunny Savinderjit Singh

Savinderjit Singh (or Sunny as he is commonly known as) is a professional with 27 years of LEADERSHIP experience from 4 industries, including 15 years as a professional CONSULTANT TRAINER in the training and consulting business. Sunny brings a wealth of working experience at both Strategic & Operational levels from the following 4 industries: 1. Hospitality Industry2. Petroleum and Logistics Industry3. Education Industry4. Training & Consulting (present) Throughout his illustrious career in all these industries, Sunny has acquired tremendous experience in people and organizational development at both operational and strategic levels which includes functions such as Human Resources, Policy-Making, Administration, Operations, Sales and Training functions. Upon leaving employment in 2006, Sunny embarked on his dream quest as a professional Consultant Trainer and founded Diya Training, a professional Sdn Bhd training and consulting company. Sunny's passion and knowledge for training and development has led him to formulate, design and deliver DIYA's very own signature Leadership, Culture-Building, Service, Sales, Strategy & Performance Improvement Programs for HODs, Execs, Supervisors and Non-Execs (top-down approach). Besides training, Sunny's PROJECT consulting experience include Balanced Scorecard & KPIs PROJECT, Performance Management & Appraisal PROJECT, Leadership Culture PROJECT and Culture Transformational PROJECT. Sunny's world class programs and facilitation skills have met with very high scores and approval ratings from leading international corporations, leading MNC companies (American, Japanese and European) and local public-listed companies all over Malaysia. This includes consulting work. In short, Sunny has conducted training and consulting work for 8 industries. Feedback received is nothing less than excellent! (Diya FB Page, Diya Website and up-coming HRDF Training Effectiveness. Sunny's trademark includes creating highly engaging and learning environment and at the same time equipping participants with practical step-by-step tools to apply back at the workplace. Sunny has conducted training & consulting work for 8 industries over the past 15 years. Sunny is a Certified Train The Trainer from PSMB and founder and Managing Consultant of Diya Training & Development Consultancy Sdn Bhd.