Course Detail

Course Overview:
This course concerns understanding people - including yourself, understanding how your buyer thinks, what your customer really wants and choosing the right approach to successfully develop that customer. Delegates attending this highly practical workshop will develop and practice advanced interpersonal skills needed to win increased business, particularly from more challenging customers. At Course Completion: Develop benefit selling that really interests your customers Analyse buyer motivations with a more in-depth understanding of sales psychology Assess the strengths and weaknesses of your own personal style.

Pre-requirements: Sales professionals looking to develop successful partnerships with their accounts & build long-term revenue generating relationships.

Participants Study: Sales Process Value Perception E.I.G.E.R Sales The Safety Statement Convincing Presenting Objecting Handling Sale Closing Add-On Selling Measuring Success

Course Contents:
Introduction & Objectives
Personal & programme objectives
Review of assignment
The sales process
Understanding the process
Influencing factors
The sales responsibility
Turning requirements into value perception
Consultative questioning
Questioning psychology
Active listening
The E.I.G.E.R. approach to sales
How to measure customer reaction
How to plan sales tactics
Presenting convincingly
Which solution to present first
Communicating benefits compellingly
When and how to introduce the price and terms
Dealing with objections
How to problem-solve in a partnership with your customer
How to deal with efforts to get you to cut your price
Developing an ‘objection bank.’
Closing the sale
Getting firm commitment from your prospect
Keeping the ball in your court
Making add-on sales
How to boost your sales significantly by just remembering to ask key post-sales questions
Measuring and boosting your own success
How to track your conversion rates
How to develop your own selling skills yourself