| Course Overview | Comprehensive skills and tools for salespeople in the field: This programme is all about how you can become a true sales professional in the field by expertly guiding your prospects and customers through the buying process.
The attitudes, knowledge and techniques you will learn over these few days will equip you for this. |
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| Designed For | Salespeople who are involved in a business-to-business selling role, either as a sales representative, territory manager, account manager, business development manager or in a role requiring similar sales skills. |
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| Key Subject Areas |
- Personal Growth
- Selling and You
- You and Your Customer
- High Performance in Selling
- Awareness of Needs
- Consequences of Needs
- Target Situations
- Investigation of Solutions
- Option Selection
- Need Fulfilment
- Sending and Receiving Messages
- Maintaining Control
- Question Techniques
- Listening Effectively
- Building Rapport
- Problems and Opportunities
- Effects and Implications
- Outcomes Desired
- Present Solutions
- Lead to Commitment
- Evaluate Results
- Expand Opportunities Overcoming the
- Obstacles
- Understanding Objections
- Dealing with Objections
- Price, Cost and Value
- The Impact of Discounting
- Sales Etiquette
- Self-Management
- Call Planning
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| Learning Outcomes | You will develop the understanding and skills to enable them to carry out their business-to-business sales role through a customer-centred approach. You will learn how to use the three elements of selling – building relationships, providing service and influencing change. |
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