About this Course

This workshop is designed to initially look at the fundamentals of selling and then to build on the delegate‘s core selling skills and to introduce more advanced sales concepts. It helps to analyse more in depth how behaviour impacts on the way customers buy and to establish ways of identifying the customer preferences and converting them into solutions those customers will see benefit in buying.

Introduction

This workshop is designed to initially look at some of the basics again and then to build on the delegate‘s core selling skills and to introduce more advanced sales concepts. To analyse in more depth how behavior impacts on the way customers buy and to establish ways of identifying customer preferences and converting them into solutions those customers will see benefit in buying.

The workshop uses tools such as Pareto, Porters 5 forces and others, some of which are normally used for analyzing other business problems but which will be modified and used for looking at sales related issues

The workshop is interactive with a great deal of delegate participation, suitable for experienced salespeople and managers who are responsible for major accounts, or who would benefit from further development of their sales skills.

Workshop Objectives

By the end of this workshop the delegates will be able to:

• Understand tools that can be used to develop an understanding of the customer’s motivational drivers and aspirations

• Demonstrate how to build rapport with a wide variety of customers

• Match product/service solutions to customers individual needs and buying styles

• Demonstrate how to gain commitment to the next step

Free Take-aways

• Well used business tools with a sales emphasis 

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