Sales Excellence
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Building trusted relationships that drive sales and performance.
Choose a programme listed below for further information. |
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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.
Methodology:
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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