Summary

In the 21st century, the customer is increasingly more sophisticated. Not only do they have greater choice, but they also have greater experience. As such, sales people are constantly challenged to find new and innovative ways to meet client expectations. The building of partnering relationships is fundamental to future revenue.

Course Objectives

1. Identify current sales skills, both strengths and development opportunities
2. Create a personal toolkit that can be used in a number of sales situations
3. Identify what to include in an effective sales meeting
4. Make use of advanced questioning skills
5. Handle objections when they occur
6. Successfully deal with different customer personality styles
7. Identify what contributes to effective negotiation and influencing.

Who is it for?

Experienced sales professionals who wish to enhance and develop client relationships in order to build consistent revenue streams

Course Content

• How sales is perceived by customers and how to use this advantageously
• Creating a new, positive mental attitude
• The law of cause and effect in sales
• SWOT analysis and ability to grow skills
• Rapport building and its selling power
• Customer personality styles and what to do when you meet them
• The "push pull" model for influencing and persuading
• Listening skills at a deeper level
• The SENS selling model
• Objection handling and how to turn them around with confidence
• The fundamentals of better negotiation through currency transaction
• Closing the sale at the right time, in the right way, for the right results
• Action points for ongoing positive change.