Winning Sales Techniques
Know how to gain client loyalty through providing them with a solution to their problem and not simply sell a product. Become proficient in solution selling.
After completing this program you can:
- Analyse your present selling style
- Understand and accurately assess the your customers needs
- Present solutions based on priority needs
- Adopt key behaviours and skills used by effective sales people
- Plan your sales calls utilising these behaviours
- Use the buyer's motivation to close a sale
- Communicate as a problem solver
- Manage objections
WHO IS THIS FOR?
CEO'S, MARKETING LEADERS, BUSINESS LEADERS, SALES LEADERS, ENTREPRENEURS
ANYONE WANTING TO TAKE CHARGE AND GROW THEMSELVES AND THEIR BUSINESS
Learn solution based selling skills
MODULE 1:
Introduction
- Get to know basic principles of behavioural analysis
- Understand your present selling style and attitude
- Benchmark your knowledge and skills in the 6 areas of the sales cycle
MODULE 2:
The Sales Cycle
- Prospecting
- First impressions
- Qualifying
- Demonstrate proof
- Influence
- The Close
- Assess your strengths and improvement needs in these areas
MODULE 3:
How to start a new sales dialogue
- The first 30 seconds of a conversation
- Set a positive 'blue sky' scene
- Grab the other party's attention
- Perfect your elevator pitch
- Establish your right to ask questions
MODULE 4:
Importance of Questioning
- The importance of good questions to probe your clients' position, expectations and argument
- Lead your clients with targeted questions
MODULE 5:
Questions that Lead to Sales
- Learn a 5 step model on 'what to ask' and 'how to ask'
- Situation questions
- Problem questions
- Implication questions
- Needs pay-off
- Questions that present your solution
MODULE 6:
Listening Skills
- The main pitfall for most sales people
- Validate communicated information
- Active listening techniques
- Understanding versus judging
MODULE 7:
Prepare a Sales Meeting or Call
- Use the sales template plan to prepare your sales call
- Clarify your objectives
- Practice through reality roll play
MODULE 8:
Benefit Argumentation
- Using the right argument for the customers' situation
- Articulate your value proposition to all relevant stakeholders
- Learn to articulate primary, extrinsic and strategic value of your offering to that each client contact feels included and addressed
MODULE 9:
Recongnise Buying Signals
- Identify buying signals to close the deal
- Learn to use buying signals as a benchmark to not oversell your solution
MODULE 10:
Overcome Objections
- Don't take 'no' for an answer
- Learn to handle 80% of the objections that would otherwise prevent you from closing the deal
MODULE 11:
Communicate the value and price
- Different ways to sell your value better
- Tips to handle pricing and budget conversations
What's included?
RECORDINGS
Assess your communication style and be aware how others perceive you.
WORKBOOK
Watch short presentations about negotiations Strategies and learn tactics and Stories from real Negotiation deals.
CHECKLISTS
Practice and work through case studies .Experience your emotions in Role Plays. Get Feedback .
COMMUNITY
Implement the strategies and get feedback on your actions. Use Q&A Sessions to reflect on your results.
SCHEDULE A CALL
if you want this training customized for your needs please schedule a free call.Click here to choose your best time
GET TRAINING DATES
Join early bird list and get informed about when this program starts
FEEDBACK
Please send us your iea and feedback. This is a living page and we appreciate all ideas, cooperation and improvements.
Yes, I want to study this ONLINE
Sorry! The doors to this Program are currently closed! We run this program twice per year with small group of ambitous people. If you want to get noticed get on the waiting list and benefit from early bird prices.
