Essentials for Effective Sales
Duration
1 day
Target Audience
This highly practical workshop is specifically for those who want to understand the key behaviours which underpin 21st century selling. Ideal for those who want to recognise the fundamental principles of building effective customer relationships. The focus is not just on retail sales but also business 2 business.
Key Objectives
At the end of the workshop delegates will be able to:
- Demonstrate effective questioning techniques to identify exact customer needs
- Handle objections professionally and accurately to move towards a sale
- Better understand how to approach sales opportunities in a positive manner
- Build strong relationships that are sensitive to the needs and views of others in the sales process
Outline
- Understanding your clients business – what are their business concerns? Who do they know? What may have an impact on your success?
- The customer's perspective – how do they see a sales person? What do they like and dislike? I know what you need!
- The dynamics of observation of potential customers and building on opportunities to make the sale
- Objections – why do they happen? What is the customer really saying? What do you do?
- How positive are you? Is it mission impossible sale or a map of the way?
- Why do business with us? - the power of networking and learning from the best to develop new relationships
- What is relationship management and relationship marketing? Why does it matter?
- Make a sale of your new skills
