A program to enable salespersons develop the fundamental selling skills which results in an effective and engaging conversation with customers, to identify their needs, position a compelling value proposition and close the sale profitably
Objectives
- Raise the quality of interactions with customers
- Learn how to engage customers in a consultative dialogue
- Build good relations with prospects and customers
- Understand the needs and opportunities of customers
- Provide compelling proposition which is differentiated and adds value
- Close negotiations profitably
Who should attend
- Anybody who is new to the sales role
- Experienced salespeople who want to develop their basic selling skills
- Anybody in customer-facing roles like Service, Technical sales or Sales Support who wants to develop selling skills
Learning Outcomes
- Carry out customer conversations more effectively
- Increase confidence and credibility through a strong presence
- Better ability to connect with customers both at emotional and cognitive level through rapport building and empathic listening
- Ask insightful questions to gain complete understanding of needs and opportunities
- Effectively position your product/ service which adds value for the customer
- Confirming alignment and agreement to the proposal
- Negotiating a profitable close
Business and Organisation Impact
- Positive impact on performance and spirits of the sales team
- Agility to meet the needs of changing customer demands in a changing environment
- Create a differentiation with competition in the way salespeople interact and deeply understand the needs of customers
- Develop uniform and consistent skills across the organization to ensure consistent performance improvement
