Why should you
consider this program?
Because it is critically important that your clients see you as adding value in their
business:
· by learning and understanding their issues and needs;
· by effective listening and consultative questioning; and
· by clearly demonstrating the ways your products/services meet their needs. |
Our research has shown
that the traditional selling skills taught to sales professionals are not the
differentiators between high and low sales performance, particularly in the case of
complex sales that involve multiple influencers and decision-makers. In fact, we find that
sophisticated buyers are aware of sales techniques and can be negatively influenced by
their use. This two-day program teaches a
three-part process that enables your sales professionals to:
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Uncover key customer business
issues and problems, without subjecting buyers to a series of predictable questions.
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Develop credibility and trust.
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Minimize objections.
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Prepare customers for internal
selling. |
Ultimately, your salespeople will be able to meet aggressive
sales goals by becoming valued as an integral part of the client's problem-solving team,
with the client's best interests at heart.
This program can be expanded to two-and-a-half days by
including the Sales Practices Survey which, filled out by customers prior to the workshop,
provides direct customer feedback on participants' strengths and opportunities for
improvement.
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