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In-House Training
Excellence in Training
MS03E
Selling For Results
A journey through consultative, trusted advisor selling approaches, tools and skills.
Overview Nowadays selling has been associated with pressure and persuasion, even intimidation. In many sectors, human interaction is still necessary - the giving of advice, the sharing of experience and knowledge and advising people which route to take for their best advantage. Sales people have to demonstrate added value, especially given that they are also an added cost. In a commercial world where differentiators and competitive advantage is more difficult than ever to achieve, the sales person has to be the differentiator. It is still as true as ever that “people buy from people� and this program delivers the knowledge, attitude, techniques, skills and behaviors that will make you the differentiator - the one who secures the deal!
Who Should Attend? People new to sales, under-graduates and graduates from business programs, junior, mid-level or senior sales people, account managers, key account managers and account directors, sales managers and sales directors will all benefit from this program.
Primary Objectives & Benefits This workshop will help participants to: 1. Apply the trust framework and learn how credibility, reliability, sincere curiosity and self-interest work together and against each other. 2. Demonstrate personal credibility and explain how credibility occurs through association, qualification, tenure and connection.
3. Apply the customer service excellence principles of SERVQUAL and RATER. 4. Adapt communication style to build rapport and accommodate different prospect, customer and client preferences.
5. Adopt a fully client-centric mindset as a default behavior. 6. Deliver a sales approach based on respect, integrity and transparency. 7. Understand why and how people buy things, the psychology of purchasing, convincer patterns and buying triggers.