Creative Selling Skills

Short course

Inhouse

Price on request

Description

  • Type

    Short course

  • Methodology

    Inhouse

  • Duration

    1 Day

Most salespeople become proficient at selling at later stages in the buyer's thought process, after the need is recognised. To be able to introduce a new idea, before the need is recognised, requires special skills. Many of the rules used in Consultative Selling and Competitive Selling do not apply when the. Suitable for: All salespeople who are involved in selling new ideas to people who have not yet recognised the need. New salespeople should have attended some basic selling skills courses first.

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Course programme

Developing a new proposition is merely the first stage. Selling a new proposition requires a different set of skills. This course imparts proven approaches to participants and allows them to work with new propositions to develop an effective action plan. This course lasts 3 to 8 hours depending on the number of propositions, participants and level of detail required in the action plan.
Overview

Most salespeople become proficient at selling at later stages in the buyer's thought process, after the need is recognised. To be able to introduce a new idea, before the need is recognised, requires special skills. Many of the rules used in Consultative Selling and Competitive Selling do not apply when the need is not yet recognised by the buyer.

When this is a new idea, the buying process may not be clear to those involved in the buying decision-process. This means special selling skills are required to avoid a prohibitive length of sales process.

This intensive and practical course provides participants with skills and insight needed.


Who Should Attend

All salespeople who are involved in selling new ideas to people who have not yet recognised the need. New salespeople should have attended some basic selling skills courses first.

Duration

1 Day


Selling Skills - Course Objectives


Participants will learn:
  • learn the key issues involved in selling a new proposition and will have the opportunity to identify the key issues in their propositions
  • have the opportunity to start to develop their action plan for the proposition
  • present and develop their action plan for a proposition

Selling Skills -

Course Outline


The Issues Of Selling New Propositions

Purchasing organisation
Selling organisation
Competitors
Idiosyncrasies


Introducing The New Proposition

The first meeting
Developing an effective introduction
Developing impact
Avoiding common errors
Action Plan


New Concept Checklist

Organisation
Customer
Proposition
Opportunity
Behaviour analysis
Personal benefits


Action Plan

Presentation
Review









Creative Selling Skills

Price on request