To start a sales interview should be an exercise in two way communication. Sales people should not try to sell the benefits of their products until they have fully explored the needs of the prospective customer. This is the keystone of Partnership Selling in which the salesperson and their customer focus on mutual needs and the sales person is perceived as a problem solver. This is incorporated into many sales programmes or run as a refresher to those who follow their own structure with little success.
The first aim of this programme is to show delegates how a structured approach to each sale can bring success more often. Each stage of the selling process is covered in a logical sequence. A key approach is to develop a sense of ownership. Each sales person should feel that their territory is their own company and that everything that goes on in that territory is their responsibility. The programme could also be entitled Persuasive Selling Skills.
Those who will benefit form a sales training course are all experienced sales professionals and those who want to improve their negotiation skills. Also, sales managers striving to lead from the front and delegates who have attended the Principles and Practices of selling programme. You will learn how to use consultative selling to your benefit, invoking Marcus Bohn's consultative model for managing sales interactions. The course will show you how to size up different customers and adapt accordingly whilst always raising the customers need for your product. We will show you how to construct powerful benefit statements that sell your product and finally, understanding the difference between selling and negotiation.
Labels: closing skills, sales courses, sales training
