In a world where product differentiation can be eroded within weeks sales people must be skilled in designing solutions that are woven around their customers needs. But solution selling to major accounts requires not just a change in behaviour but changes in attitude as well. Your customers needs will be complex often multi faceted plus numerous layers involved in the decision. Sales people need to move away from day to day selling to thinking strategically as account managers.
Who will benefit from attending this programme?
This programme is aimed at sales people where it is not enough to sell just a product or service, the sales person has to sell solutions and consult with the customer and build long term relationships. Sales people or sales mangers should already have some experience of selling and will probably have attended a basic selling skills programme.
Our approach and style:
This programme has won many accolades from satisfied customers because of its emphasis on video role-playing and professional focused feedback as a learning vehicle. Delegates themselves although at first hesitant have agreed,œ This was the best way to learn The use of video to facilitate feedback is used to support and encourage through self-learning and observation. There is also tutor input and discussion throughout.
The course is designed for 6-12 people, duration 2-3 days
Delegates will be able to:
- Identify and influence customer needs.
- Build greater customer acceptance for solutions through an
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effective consultative sales approach.
- Understand how to influence buying behaviour.
Course building blocks are:
- Customers buy solutions to solve needs they also use buying criteria to decide between one supplier and another. How the sales person can identify that criteria and how they influence is the topic of this session.
- The buying and selling cycles: any one can follow a sales cycle but it is the ability to recognise and match the customers buying cycle that really makes the difference between the winners and the œalso-rans.
- Advanced questioning technique: asking questions is a characteristic of good communicators asking the right questions is a characteristic of an effective communicator and this session explores in a practical way what are the right questions and how and when to ask them.
- How to create positive influence on your customer: like it or not every customer contact is a point of influence either we can predetermine how we influence or we leave it to luck and hope we are at our best. The sales person has the potential to become an effective influencer and consultant to the customer.
- Handling objections was considered one of the primary skills of effective sales people but avoiding objections in the first place is an even more important skill. This session explores both how to anticipate and deal with resistance before it becomes an objection.
- Learning how to close as a process not an event: closing is often seen as the most difficult or least pleasant part of selling but the approach we take is to present your solution in the form of a dialogue that involves and brings together your customer™s needs, their decision-making process and buying criteria.
- Capitalising on post sale euphoria, now you have made the sale and the customer is happy what you must do to position yourself for the future.
- Follow-up and developing an account plan how to move from being a sales person to becoming an account manager.