Build long term partnering and client relationships
The course has been designed for sales professionals wishing to develop their skills in building client relationships.
The importance of fully understanding the client’s requirements and then providing intelligent tailored solutions is central to the course’s theme. Researching and understanding problems and then turning them into needs is examined. It is through concentration on the client, rather then the product pitch that will ensure the success of the sales person and the course considers practical methods of drawing the customer’s precise requirement and forming long term partnering relationships.
Course Outline:
- Research techniques and prospecting methods
- Understanding communication in the sales process
- Push vs. Pull styles of selling
- Telephone selling
- The face-to-face meeting
- The Seven Stage Structure to successful selling.
- Overcoming objections.
- Gaining commitment.
- The importance of service and taking responsibility for delivery of promises.
- How to set targets for individual accounts.
Who Should Attend?
Sales people working in a service consultancy environment that need to use more effective selling methods.
