Chemical Industry Sales is designed to teach the skills for the commodity and specialty chemical base industry and provide a formula that will increase a company's sales and profitability through an increased understanding of the sales process and how it affects each customer's situation.
The focus of the Chemical Industry Sales Course is to determine actual areas of customer concern where you can provide value to improve profit or cut costs for your customers.
Chemical Industry Sales will help you boost sales and profitability through an increased understanding of the chemical industry sales process, a focus on clients’ needs and vision and how these affect each client’s particular situation. You will determine client concerns and discover how your company and product or service can provide value that is meaningful for the client—regardless of competing in a market that is price-driven or product-heavy.
Participants use commodity chemical based role-plays to practice skills. The instructor and other participants provide intensive feedback and a behavior instrument is also employed to determine your primary and secondary behavioral styles when interacting with customers.
On-Site Sales Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice. Many of the skills learned in this class are also covered in our public Consultative Sales Skills course.
Objectives:
Participants will:
- Learn how to compete against other commodity based companies
- Learn to sell long-term relationships over low bids
- Learn to interview clients instead of “pitching products”
- Learn to understand different buyer types and behaviors
- Understand how to differentiate your product/service and company in a competitive selling environment
- Learn ten (10) closing techniques and when to use them
- Determine opportunity to add value to the client’s business
- Learn how to apply interview skills to determine an optimum strategy for developing an advantage over the competition and solution for your clients
- Learn how to offer creative solutions and options
- Learn how to use post-sales measurement
- Acquire a broad understanding of the face-to-face Chemical Industry Sales process
- Understand when and why buyers buy
- Become superb listeners
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