Selling Skills Program

Practice

The skills discussed, demonstrated and practiced across this two day workshop will equip delegates to operate better in making first contact, first meetings, positioning the company’s value and their own value, and discovering specific opportunities.

Rapport

Making connections with customers and prospects through effective and flexible communication styles to unlock the real customer agenda.

Listening and Asking Questions

We have two ears and one mouth, our ability to use them in this ratio will empower us to more quickly discover opportunities and then . . .

Position Our Value

This is the method to ensure we are best fit for the customer’s needs on a rational and emotional level – that we are the ‘best-fit solution’

Evidencing Our Value

The benefits of what we are proposing maybe clear, how do we provide the evidence to the customer that the benefits promised would actually occur? We work through a four-step process to lock our value in.

Handling Pushback

What we might hear in the meeting as an objection is often a cry for help, “help me understand better” ‘I am not sure how this exactly solves my problem”.

Consultative Selling Tools

1. The Client Profiler tool confirms you have the right information to go deep into a client.
2. The Meeting Planner ensures you go in a meeting or telephone call properly prepared with the right questions and key messages to hand.
3. Story-Builder is a device to guarantee your solution is focused on the customer’s pain or ambition and demonstrates how you are going to HELP!