A two-day workshop
Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills.
This programme will help you:
Understand your customers and their needs
Identify potential new customers
Build rapport
Assess customer needs
Introduce products and services
Gain commitment
Maximise sales with existing customers
learning objectives
- Use the consultative sales process to achieve more cross-sales
- Employ advanced rapport-building skills
- Assess the buying preferences of a customer
- Articulate the link between customer goals and needs
- Identify your customer’s needs and wants
- Use advanced questioning techniques to gather information
- Resist the temptation to tell when it would be better to ask
- Identify communication preferences
- Given various scenarios, present a product to the explicit need of a customer
- Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers
- Handle objections positively
- Close the sale or gain commitment to further action
Session outline
1. Introduction
- Aims and objectives of the training
- Personal introductions and objectives
- Self-assessment of existing sales skills
- Overview of content
2. Understanding yourself and your customers
- Personal communication style and what this means in a sales situation
- Wants versus needs
- What motivates people to buy
- Using social media tools such as LinkedIn
- Managing your portfolio to maximise sales
- Preparing to sell
3. The sales process
- Overview of the consultative sales process
- Review personal strengths and weaknesses as a salesperson
- Habits of top-performing sales people
- Common pitfalls
- Articulate sales goals
4. Building rapport
- 11 decisions that customers make in the first 9 seconds
- Spotting buyer communication preferences
- Building rapport with a wide variety of customers
- Dealing with emotions
- Keeping control
5. Questioning and listening
- Assumptions and how they trip us up
- Structured questioning
- Looking for cross-sales
- Honing your listening skills
- Identifying buyers’ motivation
- Using summaries to move the customer forward
6. Presenting products and services to customers
- Choosing the right time to present
- Using features, advantages and benefits
- Tailoring your presentation of products and services to match buyer preferences and motivations
7. Gaining commitment
- When to close
- Dealing with difficult customers
- 5 things to avoid when handling a customer objection
8. Managing your business
- The link between service and sales
- Using customer surveys
- Winning back lost business
9. Putting it all together
- Skills practice
- Personal learning summary and action plans
