This program not only focuses on honing your existing ‘selling’ expertise through improved sales techniques, presentation and communicative skills it shows you how to assist your potential client/customer ‘buy’ a solution that best meets their requirements.
What do we cover?
- ‘Solution Selling’ ~ ‘Need Satisfaction Selling’ ~ whilst differentiating between benefits and features.
- Establishing trust through empathetic probing and support.
- Making professional presentations regardless of location.
- Overcoming and/or handling obstacles such as indifference, scepticism and objection.
- Appreciating the need to create win/win solutions for clients.
- Recognising buying signals and knowing when and how to close the ‘deal’.
- And more …..
How does it work?
- We introduce you to the personal attributes and techniques utilised by, and associated with, a range of sales positions.
- We identify the skills and characteristics of successful salespeople.
- We discuss the benefits of behaving in a manner that meets your client/customer’s expectation in order for you to establish credibility and create an environment for mutual trust.
- We hold simulation sessions and interactive activities based on the key learning requirements within the workshop group.
- We will customise content to address your specific needs.
Who’s it for?
- Anyone in a front line sales role.
Anyone wishing to make a successful and long term career in sales.
Anyone intending to move from product to service sales (or presenting / negotiating ‘intangibles’).
Anyone who interfaces with salespeople whilst having a key focus on marketing rather than sales.
Anyone wishing to become a better listener whilst enhancing their interpersonal, negotiating and communicative skills.
