09:30-17:00
PDF Outline
Who is it for?
This course is for anyone who comes in to contact with customers e.g. customer service, service engineers as well as sales people themselves, and looks at how to ask the questions which will allow you to understand and tap in to customer personalities and their practical and emotional needs
Why you should attend
By attending this course you will be able to:
- Follow a process which takes away the fears and the unknowns - and it works!
- Prepare everything you need for a sales meeting
- Understand what goes on in people's heads, especially how to build relationships and how to ask good questions in order to establish the needs of your customer clearly
- Increase the sales / turnover of your company
- Support and manage your sales people effectively
What you will learn
Relationships
- Overview of the sales process
- Cold calling and getting to see the decision maker
- Being liked - interpersonal aspects of selling.
- First impressions, handshakes and body language.
- Establishing rapport
Diagnose
- Telephone & email - how different is it compared to face to face?
- Selling styles for the four types of buyer.
- The vital process of questioning: key questions to ask.
- The questioning funnel - QAC
- Developing their needs
Propose and Handle Objections
- Presenting benefits (not features) in order to address needs
- Planning the links between your features and benefits
- Planning for the commonest objections
- Peeling the onion and Feel / Felt / Found
- Handling the price objection in particular
Close and Follow Up
- Closing: asking for the order.
- Leaving the door open for the next stage.
- Efficient systems for following up
- Keeping records for hit rate analysis and improving methods
- Personal organisation systems and best use of time
Do I need to bring anything with me?
There is no need to prepare anything beforehand for this course. Refreshments and a buffet lunch will be provided.
