| selling
skills
Increasingly, the success of
a salesperson relies on an ability to form long-term relationships
with their customers. People do not like to be sold at, but
instead expect a more consultative, problem-solving approach.
The sales training workshops we offer help sales people build
better business relationships with key people, structure sales
calls effectively, and develop and implement strategies to
win new business and grow their existing accounts.
Our selling skills workshops
include:
| Consultative
Selling |
- Consultative selling process
- High impact openings
- Qualifying sales opportunities
- Exploring options & proposing
solutions
- Highlighting benefits & value
- Handling objections & difficult
situations
- Closing the sale
|
| Better Buyer
Relationships (from IoweU™) |
|
IoweU™
offers powerful
techniques for salespeople, consultants and professionals
to develop sustainable and trusted business relationships
with their clients. The approach focuses on helping the client
to achieve their goals, using the sales-person's knowledge,
resources, experience and networks.
- I-we-U openings
- SHAPE questioning
- Focus 5
- Spicy questions
- Value Sheets
- CC letters
- Bringing it all together.
|
| Key Account
Management |
- Understanding the account
- Account planning process
- Developing the account plan
- Account planning project work
- Mobilising the account team
- Getting buy-in to your account
plan
|
|
