Sales Excellence

Building trusted relationships that drive sales and performance.
Choose a programme listed below for further information.
  Mind-Set Selling

Workshop Purpose
To provide participants with the core and foundation of the sales process in order to equip them with a framework, strategies and tools to generate new business and build relationships to ensure client retention.

Workshop Outcomes:
On completion of this workshop participants will be able to:

  • Have a clear understanding of the key principles involved in customer-focused selling.
  • Recognise that the buying decision takes place in the mind of the customer.
  • Identify the psychological stages that people go through in making decisions.
  • Identify the typical ‘blockers’ that can prevent progression to the final stage of making a decision to buy.
  • Have an understanding of the major ‘traps’ to avoid in selling and how to deal with them when they do arise .
  • Develop strategies and skills to facilitate movement and ensure buyer commitment.
  • Be able to diagnose the state of their current deals and identify the most important next steps towards a final discussion.

Experiential workshop: practical application of tools to assist with transfer of skills from workshop to workplace that will be utilised during the workshop and supplied on CD for post-workshop use.

Who should attend:
Any person involved in sales, from new recruits to seasoned professionals.

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