Consultative Selling Skills – How to sell the complex sale Course Summary This programme is aimed at those sales people who sell in markets that have a higher investment in the cost of the sale and whose success has a significant impact on the organisation’s bottom line. This is a challenging, thought provoking and highly interactive programme that is tailored to suit your specific needs making it relevant to all those attending the programme. Participants will be shown proven strategies, skills and tools that can increase their chances of sales success. They will also be introduced to a planning tool, which will be used to devise a strategic sales call plan with one of their own customers. Topics Include - The psychology of buying
- Strategic pre-call planning
- Building the foundations of a successful sale
- Defining the sales call objective
- Building the buyer’s motivation to buy
- Presenting impactful solutions
- Gaining commitment to act
- Handling customer objections and concerns
Course Outcomes At the end of the programme participants will be able to: - Identify and address buyer’s key concerns at the different phases of the sales cycle
- Question with strategic intent to uncover and develop customer’s needs
- Present solutions that positively impact the buyer’s decision
- Persuade buyer’s more effectively and efficiently
- Minimise buyer’s concerns and objections
Format We understand the importance of being flexible in terms of delivery. Therefore this programme is run as a 2 day programme or as 4 x 4 hour modules. Click on the icon to enquire about this program
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