DESIGNED FOR: Sales managers and sales representatives who make one-on-one sales calls.
RESULTS: After this programme, you will: sell products and services that match your clients' needs.
CONTENT: This four-module programme reviews key concepts for focusing on clients' needs and getting sales that will stay on the books.
Ø Components of communication
Ø Motivational factors
Ø The four Communication styles and their influence on a sales interview
Ø Are you Visual or Auditory?
Ø Who do we need to influence (different generations = different needs): Swing Generation. Baby Boomers, Generation X and Generation Y
Ø Prospecting: natural markets, centres of influence, nests
Ø Telephone approach
Ø Needs vs. Benefits
Ø Asking the right questions at the right time
Ø Listening and showing empathy
Ø A five-step face-to-face selling approach: the fact-finding interview, presenting solutions and closing
Ø Goal Setting and Activity Management
DURATION: Four three-hour sessions or two full days
Ø Maintaining long-term relationships with clients