Advanced Selling & Negotiation

• Use consultative selling to your benefit
• Invoke Marcus Bohn's consultative model for managing sales interactions
• Size-up different customers and adapt accordingly
• Raise the customer's need for your product
• Construct powerful benefit statements that sell your product
• Understand the difference between selling and negotiation

  Course Overview

  This Advanced Sales and Negotiation programme combines the two elements that can significantly transform your sales effectiveness and profitability. An intensive course which will look at the 'Consultative' approach to selling, highlighting the importance of spending time understanding the customers needs rather than simply trying to sell the customer our products and services.

  The consultative approach therefore moves away from 'Sales Technique' and moves towards providing a customer with what best suits their business needs. It looks at how to sell differently to different customers. Adopting a consultative approach enables long term customer relationships to be developed and maximises sales opportunities.

  Once the sale has been made, many sales professionals erode the profitability of the business by poor negotiation skills. By understanding the concept of win-win and having a flexible framework to work within, sales professionals will find that they have more control over the profitable outcome of their negotiations.

  All delegates who attend this Advanced Selling and Negotiation course will be ready, able and willing to achieve that all important competitive edge.

Further Information:

• MBA Approach to In-Company Training
• Benefits to your Business
• After Training Support
• Our Clients
• Our Trainers