Dynamics of Selling
A short 1-Day course to provide you with a fresh focus on selling and equip you with the tools and techniques required to sustain an improved sales performance.
This course will help you to:
-Develop a selling style that will profoundly affect the quality of your selling interactions and greatly increase your call success rate.
-Gain valuable insights into your customers’ decision making motives and ways your offering should be conveyed to ensure maximum appeal.
-Identify customers’ likes and dislikes about salespeople and what you can do to build trust and mutual understanding.
-Increase your appointment ratio and grow your customer base by implementing effective prospecting strategies.
-Achieve profitable sales by becoming more proficient at the cost v quality divide.
-Overcome resistance, maintain control and implement time tested proven closing techniques.
Lead Generation-Utilising Customer Insights
Prospecting-The Relevance of Social Media
Making Telephone Appointments
Pre-Call Planning and Preparation
Constructing Value Options for Customers
Asking the Right Questions-Listening Skills
Developing Rapport with customers
Building Trust-Consolidating Relationships
Closing sales/Winning Commitment
Handling objections-Overcoming resistance’
Putting ‘Price’ Into Perspective
Evaluating Account Potential