Sales Skills Excellence Workshop
Delivery Option: 4 x 4hr modules or 2 Days
This challenging, thought provoking and highly interactive program is aimed at your less experienced sales people or, (as is often the case), can be used as a valuable reminder and re-energiser for the more seasoned campaigner.
If you sell in markets that demand a higher investment in the cost of the sale, and where your sales people’s success will have a significant impact on your organisation's bottom line profit..this program will help.
At the end of this workshop your sales people will be able to......
• Devise a strategic pre call plan appropriate to where your customer is in the buying cycle;
• 2 types of sales call objectives (and why one of them is the key)
• Goal setting 101 – goal or wish?
• Call outcomes – measuring the success of the call.
• Build the foundations of a successful sale - trust and rapport;
• First impressions – you don’t get a second chance.
• It’s not what you say or how you say it.
• Establish control and communicate professionalism by defining the purpose of the call;
• Setting an agenda, process and objective.
• The customer’s only radio station.
• Uncover and develop the needs of the customer by asking key questions;
• Understanding is more important than persuading.
• The 4 key questions you must ask
• The 2 types of customer needs.
• Look who’s talking!
• The one critical error (and why customers are like horseshoes) .
• Leverage buyer psychology by understanding why people buy things;
• The 2 basic reasons people buy things.
• Present a solution in a simple, easy to understand manner that will make the buying decision easier for the customer;
• So what’s a benefit?
• There’s no inherent value in any of your products!
• A model to demonstrate value.
• Gain commitment from the customer;
• What are we afraid of?
• It’s a process, not an event.
• Some useful techniques.
• Handle customer objections and concerns
• What’s wrong with objections anyway?
• The 4 reasons customers aren’t buying from you.
• Human instinct at work – the caveman approach.
• 4 key questions that will really help.
• Answers are not the answer.