Overview
This training is designed to build on the core selling skills and to introduce more advanced sales concepts. To analyse in depth how behaviour impacts on the way customers buy and to establish ways of identifying these customer preferences thereby converting them into opportunities to sell. We look at more advanced sales skills, such as negotiation, account management and advanced selling techniques.
The programme is suitable for salespeople and managers who are responsible for major accounts, or who would benefit from further skill development.
KEY LEARNING OBJECTIVE
At the end of this training participants should have acquired enough skills to:
- Assess the buying preferences of the customer
- List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
- Demonstrate how to build rapport with a wide variety of customers
- Describe how to match product solutions to customers individual needs and buying styles
- Demonstrate how to gain commitment to the next step
- Manage key accounts
- Negotiate contracts
- Selling to a variety of customers at different levels
TARGET AUDIENCE
Field sales people, Client relationship managers, Account managers, Business development manager, experienced sales people who need a different perspective
COURSE CONTENT
- Building rapport
- Matching solutions to needs
- Customer motivations
- When to present the product and what to present
- Objection handling
- Closing the sale
- Advanced negotiating skills
- Managing key accounts
- Proposal writing
- Setting goals
Course Duration: 2 Days
