Selling Skills
'Selling today is by building trust and relationships.'
Program content
- Selling today – time-proven fundamentals and new practices
- Solution selling - become an expert diagnostician to match solutions to customer needs
- The 7 keys -
- Develop product knowledge
- Identify sales prospects
- Self-manage sales activities
- Present a sales solution
- Manage buyer resistance
- Secure prospect commitment
- Support post-sales activities
- Become a product expert. Sell benefits and configure value-added solutions
- How do people buy?
- Avoid telling – ask questions, actively listen.
- Develop a relationship strategy built on trust.
- Closing techniques that are not manipulative.
- How not to lose the sale after the buyer has already said yes.
- Long-range view of sales emphasising partnerships.
- CRM – Customer Relationship Management, using IT for sales automation
Selling Skills Outcomes
On completion of the program participants will be able to:
- Use the telephone effectively to make cold calls, book appointments,qualify customers, progress prospects and stay in touch with key customers
- Comfortably use questioning skills to open a sales call, probe for information, counter objectives and close the sale
- Understand what makes up product value and the unique selling proposition, sell on a value basis as opposed to a price basis
- Plan, set priorities and use time effectively in terms of territory planning, customer management, customer visits and internal meetings
- Gain immediate rapport in face to face appointments or presentations
- Project the caring attitude of a problem-solver
- Understand the importance of recording accurate prospect information
The Brainpower difference: How we present
What motivates adults to learn? Adults learn when they are actively involved and given the opportunity to share their experience and expertise.
People remember only 5% of what they hear in a lecture. So what can we do to make training more memorable?
Brainpower Training draws on research* which shows interactive discussion increases retention to 50%.
Our experienced and qualified facilitator tailors the workshop to your group by:
- triggering dialogue
- leading brainstorming exercises
- asking quality questions
- comparing case studies
These open-ended exercises help people discover for themselves what you want them to know.
* National Training Laboratories, Bethel, Maine, USA.
Our facilitator adapts and
customises the presentation to suit the
specific needs of you and your team
Our facilitator tailors the presentation to match your specific needs.
You'll interact with fellow participants and brainstorm practical action steps you can apply in your organisation to:
- Identify problem areas
- Innovate solutions and
- Make sales happen
No Risk Guarantee
You have peace of mind knowing you are not only getting great value for money, but also results that positively impact performance.
Our guarantee is simply this:
If you are not 100% happy and delighted with your workshop, we will either refund the difference between what you paid to what you think it was worth or we'll continue to work with you for free until you achieve the outcomes you reasonably expected.
Call us on 1300 661 555. Our Support Team are happy to answer any questions you may have and walk you through your options.
Questions? Enquiries?
You'll find the answers to most of your questions on the Frequently Asked Questions page.
If you can't find what you're looking for, please contact us and our Support Team will respond to your enquiry with priority.