To be effective in these demanding times requires true professionalism. In this practical and highly participative course sales people will practise the latest ways to apply professional selling techniques. The programme covers everything from advanced questioning skills, which find out the real needs of the customers, to matching the product to those needs and presenting the solution. It also focuses on planning sales activity and time management to maximise the impact on the overall objectives.
DELEGATES WILL LEARN
Professional selling today - the skills and qualities needed.
How to gain appointments and obtain interviews.
Professional questioning skills through syndicate working groups and evaluation.
'Re-Cycling' - a proven method which assembles the real needs of the customer, matches the features of the offer to those needs and converts them into real benefits, and relates them personally to each customer.
A Total Customer Base Management System which will identify and maximise opportunities for winning and keeping new business through...
Buying Pool (Current customers)
Project Pool (Working customers)
Fishing Pool (Future customers)
How to handle objections, including price.
How and when to close the sale.
How to plan time and territory and how to prioritise direction to maximise business opportunities.
How to develop effective interpersonal skills which will build good client relationships.
Customers' likes and dislikes and how to adapt the sales technique to the selling situation.
How to motivate customers to want to buy.
How to manage an 'Account Plan' which will determine the level of relationship and match it to the level of power and authority. Then, how to grow and secure the business.