Chemical Industry Sales

Participants in this fast-paced, interactive training course will significantly improve their understanding of the value-based sales process and how to apply this process to the specific needs of the commodity based chemical industry. The skills learned in this course will assist students in developing the listening and interview skills required to focus on a customer’s needs and desires and equip them to offer solutions to meet those needs.

Our Chemical Industry Sales seminar draws on commodity chemical based role-plays, as well as small-group interactions, to allow participants to practice new skills and receive personal coaching before returning to the field. The instructor and other participants provide intensive feedback. Students will also make use of a unique personality scoring system to determine their primary and secondary behavioral styles when interacting with customers. Insights gleaned from this evaluation will also be useful in predicting the reactions of customers during sales contacts.

Seminar Objectives:

Participants in the Chemical Industry Sales training seminar will learn to:

• Learn to sell long-term relationships, diminishing the emphasis on discounting price
• Learn to interview and listen for customer needs instead of “pushing products”
• Learn to understand the needs and attitudes of different buyer types
• Understand how to differentiate your product/service and company in a competitive selling environment
• Learn ten (10) closing techniques and when to use them
• Be able to identify opportunities to add value to the customer’s business
• Understand how to assist customers in developing strategies to gain advantages over the competition in their markets
• Learn how to offer creative solutions and options
• Learn how to use post-sales measurement tools
• Acquire a broad understanding of the face-to-face Chemical Industry Sales process
• Understand when and why buyers buy
• Become a superb listener