Understand the different
stages of a sales transaction and how to pace the customer during a sales call,
from the time the call is made until they make a decision to buy. Develop you
own process, related to your product and have a clearly defined plan for approaching
customers and closing the sale. Develop a robust way of uncovering a client’s
financial mind-map and where there may be immediate opportunities or at a later
stage in your interactions.
Build Rapport and Connect with your prospects
How to build instant
rapport and connection over the phone, so that you are in a stronger position
from the outset to take command of the conversations. Understand what creates
and breaks rapport and ways to avoid it, so that the sale can progress to the
close and you can sell more in your sales environment. Learn how to get into
the buyers mind when they are in the buying situation and understand what they
are really looking for, when they phone looking for information.
Sell with Confidence
Sell with confidence with any customer,
using reliable sales techniques, language and a communication strategy to reduce the
number of lost opportunities and generate better results. Learn how your “meaning” of selling your products can influence your sales results. Find positive meanings to making sales calls
and use them to strengthen your position with your customers.
Negotiate the Sale Strategically
Participants will practice the different
stages of the negotiation to ensure the customer remains engaged in the
process, using real business situations, where they have been unsuccessful in the past, and learn how to turn it around
for future success. Participants will
learn how to understand the buyers mind and ask great questions that will turn
the sale and increase the chances of discovering an opportunity on the phone or
during a follow-up meeting.
Learn how to cross-sell and
increase your sales
Participants will learn how to up-sell a product or range of products
when a customer calls to buy, listening for the cues to ask great questions
that will give the seller a better picture of the customer and their buying
needs and improve the chance of selling more products.
This is a very practical sales course where
participants will learn tools and techniques to enhance their negotiating capability
in a sales situation. This sales training course will be delivered in an interactive training and coaching style. There will be
time for discussion, working 1-2-1 with individuals, coaching them to new
awareness of how they create their sales opportunity. The key outcomes are that
1) the sales team becomes of aware of their sales process and where it’s not
working 2) they changes their behaviour to get better results using what
is learned in the training course 3) they learn new information that helps
definitively improve the structure of their mental sales process.
A more detailed description of this sales course can be provided by emailing us and requesting the full training course outline.
TO BOOK YOUR SALES COURSE WITH US
CONTACT US on 01-443-4610
or on this CONTACT FORM