Today’s
customers are better informed and more aggressively targeted by your
competition than ever. This two-day program is specifically designed
for individuals who have sales responsibilities. It introduces
participants to needs-based relationship selling skills and basic
business development techniques.
To
obtain a printable, more detailed copy of this overview,
click here.
This program is designed to help people:
-
Demonstrate increased confidence with their selling role.
-
Apply needs-based selling approaches upon return to the job.
-
Identifying potential sales opportunities.
-
Determine customer needs and link these needs to specific
products/services.
-
Ask for the business.
-
Provide greater support to organizational sales efforts.
-
Handle sales objections/complaints
-
Build a personal action plan.
Topics Covered
-
Your Organization’s approach to selling
-
Translating product knowledge into sales-oriented product
fluency
-
The Customer-Focused Selling Process
-
Building multiple-product relationships
-
Connecting with customers
-
Clarifying customer needs and expectations
-
Conveying solutions and options
-
Overcoming objections
-
Closing techniques
-
Developing high potential prospect lists
-
Developing and implementing sales plans
More about the program
This program offers an effective balance of experiential, and
interactive learning techniques combined with practical adult
learning methodologies and design. Concepts and applications are
based on extensive research and careful testing. Participants
receive an array of practical and useful tools to help them apply
the techniques immediately upon their return to work.
Return to Course
listing
