It’s an interesting fact that no-one likes being sold to and yet we all like to buy! The role of the salesperson has changed out of all recognition down the years. One of ‘the oldest professions’ is now no longer about customer manipulation and high-pressure techniques but instead, is a two-way dialogue where seller and potential buyer come together, to explore situations of mutual gain and benefit.
Commercial buyers are trained to negotiate hard, often using price as the only variable. This has the effect of ‘commoditizing’ the market and reducing negotiations to ‘price-bidding wars’ that destroy value and have calamitous effects on the bottom-line. This programme will give tools and techniques for counteracting this commoditization and allowing companies to sell on, and be paid for, the real value they bring, not just a low price.
Using the old methods, it is still possible to get the sale. Once. In these more enlightened and sophisticated times there is a need to look at the ‘lifetime value’ of a customer, since research shows very conclusively that the customer who bought from you in the past is most likely to buy from you again in the future. The key skills needed now then are those of account management and to develop long-term relationships so that sales will come through for many months and years to come
This programme is about exploring, developing and mastering those skills that will enable delegates to learn, practice and polish the skills necessary to vastly improve their selling skills and improve their sales figures.
This course gives an ideal Introduction into the world of professional selling for people with little or no prior sales experience.
This course draws upon proven and tested skills and approaches, coupled with the very latest research and thinking on Persuasion, Influence and the psychology of the purchase decision.
Easy to follow in "bite-sized' chunks, this course will get you up and selling in no time.
Deals with
Fundamental Selling Skills, including;
Questioning Skills
Types of Questions (Open, Closed, Rhetorical and High-Gain)
Active Listening
Features, Advantage and Benefits
How to sell on Benefits
Objections and how to handle them
Closing Skills
