[18] Top Sales Methods
Intended participants
All levels (new sales, underperforming sales, sales training staff)
Expected effects
① You will be able to understand the mindset required for sales.
② You will understand the minimum "etiquette" that a salesperson should have and what "items" will give a good impression to customers.
③ You will understand how even people who are not good at speaking can communicate well with customers.
4. You will understand what you should and shouldn't do in each phase of the sales process, from approaching a customer to listening to them, negotiating, closing, and follow-up.
⑤ If you can master ① to ④, you can expect to be successful as a results-producing salesperson.
Target audience and expected results
Overview
overview
"You'll understand sales, have fun, and customers won't be scared!"
This content provides specific and comprehensive explanations on everything from mindset to etiquette, items to use, and the sales process to help new salespeople who are just starting out in sales, or salespeople who are trying hard but not seeing results, as well as on-the-job training staff and managers who develop salespeople, understand "how to become a successful salesperson."
The supervisor is "sales teacher" Kikuhara Tomoaki, who spent seven years as a "salesman who can't sell" at a major housing manufacturer, but then went on to become the top salesperson with the highest sales figures for four consecutive years.
He currently works as a sales consultant and has published 78 books on sales guidance.
We will explain in an easy-to-understand manner, with examples, the methods that Kikuhara used during his time as a top salesperson.
What you'll learn
(1) Mind
Sales skills are essential for everyone
What is "Sales"?
The mindset that salespeople should have
(2) Manners and Items
Sales start with "appearance"
"Appearance" so you don't miss out on opportunities
Items that impress customers
The "halo effect" that makes people more attractive
Make a difference by exchanging business cards
Key points for remote sales
(3) Sales pitch
The essence of business
Seeing the Customer / Social Style
Knowing your customers/The four "Non"s
Communicate your unique value
Create an atmosphere
(4) Approach
What is the approach?
Building trust
Inside Sales/Telephone
Inside Sales/Email
Inside Sales/Letter
Appointment
(5) Hearings
What is a hearing?
"5W2H" for understanding customers
"Kikuhara Style 4-Step Listening Method" to draw out what your customers have to say
Two phrases to improve your listening skills
SPIN Narrative
Building consensus on issues
(6) Business negotiations
What is a deal?
Preparation and creating the right atmosphere
How to proceed with a business negotiation
How to communicate a business deal
Agreeing on a solution
(7) Closing
What is closing?
It's up to you to decide
Shut up and wait
When the closing is successful
What to do when closing fails
Reflect on successes as well as failures
(8) After-sales support
What is aftercare?
Avoid cancellations and complaints
Small steps lead to referrals
Communicate your "introduction phrase"
Capture potential customers through "referrals"
Dealing with complaints
Identifying potential claims
price
price
1 person/12 months/5,500 yen (tax included)
*We also offer a 12-month plan with unlimited number of participants per company.
Please contact us separately.
Course Details
language
Japanese
学習スタイル
Video, test
Standard study time
2.5 hours
Completion criteria
Complete or pass all chapters
Supervisor
Sales Consultant
Lecturer, Faculty of Economics, Kanto Gakuen University
Director of the Sales Personnel Education Association
Mr. Tomoaki Kikuhara