This programme is designed to provide you with the essential techniques and strategies to understand the ‘Relationship Selling Process’ so that you win more business.
The Selling Excellence Programme is designed to help you analyse the strengths and weaknesses of your selling style, develop a framework for planning effective sales conversations, develop long lasting relationships with your customers and improve your overall sales effectiveness and exposure to high level buyers.
What you will get:
- Stronger customer relationships.
- The ability to position yourself as a solution provider by building powerful long lasting relationships with your customers.
- More effective telephone and prospecting skills.
- More appointments with key decision makers.
- Greater ability to build rapport and start a sales meeting in a professional confident manner.
- More effective questioning technique.
- Answers to your most common and most challenging objections.
- More confidence when dealing with difficult buyers.
- Knowledge of how to identify buying signals and read your clients body-language.
- More skill in indentifying the right time to ask for a decision with a variety of commitment methods.
- Negotiation skills that create a price that your solution deserves by creating added value.
- Proven techniques for developing your accounts to higher levels of productivity.
- More profitable ways of prospecting for new business.
- More referrals from your client base.
What you will learn:
- The principles of consultative relationship selling.
- Telephone and prospecting methods.
- How to create new business development opportunities.
- How to open and start a sales meeting professionally.
- Effective questioning techniques to uncover key buying criteria.
- How to present your sales solution with credibility.
- How to prevent and handle objections effectively.
- Methods for gaining commitment and closing the sale.
- Time and territory management.
- Ways to network and develop a powerful referral network.
- Ways to add value to build long lasting client relationships.
Who will benefit from attending?
The Selling Excellence Programme is particularly useful for anyone in a key sales role either internal or external.
It is particularly effective for new sales professionals who are looking to develop the fundamentals of an effective sales process. We also have establishes sales professionals undertake the programme as a refresher to benchmark their current effectiveness against best practice and other sales people.
Logistics and format
The Selling Excellence Programme is delivered over a three week period, one whole day session per week.
Fundamental to our approach is hands on application-based training. Our programmes feature business application projects between sessions, strong coaching in the training room and accountability. We ensure that accountability is fixed at a number of levels;
- Participants - to apply the concepts directly in their place of work.
- Training Material - Participants will test the relevancy and context of the programme content where it matters; live in their specific job situations.
- Trainer/Coach - Our trainers will be available throughout the project, between meetings and significantly on completion of the training to ensure the original development objectives have been fully met.
To enquire about the Selling Excellence Programme please call 0113 228 8808 or email email@example.com