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OVERALL OBJECTIVE
The Sales Training Workshop aims to equip participants with the skills required to adapt to
customer
needs, build sales relationships, and both capitalize on and maximize sales opportunities.
The need is to see sales as a top priority for everyone in the organization.
OUTCOMES
Participants will be able to:
- sell to gain a competitive advantage
- identify sales opportunities in all customer interfaces
- build customer relationships for sales success
- capitalize on sales opportunities even when not a company's sales person.
CONTENT
The Power of Selling
- Why is it important?
- Defining selling
The Sales Process
- The steps involved
- Ensuring the close
- Marking an initial sale
- Gross-selling and up-selling
- Solving problems
The Timing
- Identifying opportunities
- Adapting to different buying motivators
- Linking benefits to needs
- Assessing readiness
The Prospective Customer
- Identifying needs
- Culture and value
- Respect
- Purchasing decision making
The Style
- Questioning
- Listening
- Feedback
- Mirroring
- Strong vs. subtle
- Building a relationship
The Communication
- The appropriateness of different styles and media
- The points of contact
- The follow-through
- The integrated approach from all areas of the business
The Selling Behaviors
 Sales Training
Contact us to schedule a free, no obligation consultation to discuss your
Employee Development Training Course
needs.
Back to Employee Development Training
Courses list.
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