Objectives:
The course is designed for senior sales professionals looking to develop successful partnerships with their accounts and intending to building long-term revenue generating relationships. This course will help you when working with clients over time ensuring you are still servicing their needs whilst achieving your own objectives.
Prerequisites:
“Develop your business through effective sales techniques” training or equivalent experience.
Exercises:
This course is trainer led, involving the exploration of practical and behavioral theories and models in an experiential format. Utilising individual and group activities providing a chance to test and explore a range of subjects in a safe workshop style environment.
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Gaining customer commitment
- Building relationships with customers for continued success
- Asking the right questions
- Gaining customer consent
- Demonstrating the need through envisioning
- Identifying the stages of need
- Satisfying the customers need
- Determining customer objections
- Negotiating with clients
Studying the market
- Sales strategies
- Three steps to strategy
- Analyzing markets and competitors
- SWOT analysis
- The importance of client feedback
- Researching clients
Developing a winning strategy
- Consulting with clients
- Consulting strategy
- Helping clients find solutions
- Developing solutions
Effectively closing a sale
- Demonstrating the benefits
- Identifying and relating to key issues
- Showing the clients to benefits
- Confirming commitment
- Recognising client signals
- Closing the sale and following up
- Knowing when to close
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