Professional Selling
(One-day
Workshop)
Introduction
This practical course is designed for those who wish
to develop or to refine their fundamental
existing sales skills and
understanding of the sales process.
Learning Objectives
- How
to understand the customer's business and needs
- How
to help the customer quantify or cost justify choosing
a client solution
- How
to have the customer set specifications which include
the clients unique or distinctive selling points
- How
to effectively close a sale and respond effectively to
objections
Topics
Profiling the Customer
- Identifying
and accessing decision-makers and influencers
- Determining
the decision making style of the key contacts
- Competitor
Analysis: Preventing Objections
- Define
and perform a competitive analysis
- Reconnaissance
that identifies the unique concerns and objections
Researching the Customer Needs
- Using
reconnaissance to research needs
- Using
Conversational Questions
- Asking
strategically designed questions so the customer discovers
the pain
- Using
the techniques of attentive and active listening
Getting the Customer to Quantify the Value of the Clients
solution
- Using
the consultative selling model and techniques
Setting Requirements/Specifications of the Solution
- Matching
the customer’s buying experience and process
Rehearsing the Customer to Sell Internally
- Positioning
your solution as a customer problem-solving solution
Closing the Sale
- How
to make closing part of the customer’s normal
buying process
- Developing
twenty closing questions
Responding to Objections Not Prevented
- Using
the customer’s decision making process to your
advantage
For
information regarding this course, please contact:
Colin
Watson
Relationship Manager
J Watson Associates Inc
Tel: 905
820-9909
E-mail:
sales@jwatsonassociates.com
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