Selling services and complex products successfully requires the sales team to understand that they are selling solutions to their clients much as if they were in the role of a business consultant.
Key skills need to be developed by the sales team to allow them to identify and understand the client’s needs. This understanding will enable them to offer informed solutions that will be accepted as beneficial by clients who are working in an increasingly pressure filled work environment.
This sales training course develops those required skills.
After a quick refresher on the basics of selling skills, the course helps to develop a consultative sales style focussing on a sound understanding of the business, analyzing the client’s needs and challenges, making a convincing presentation of the benefits of using your organizations products and services, and communicating effectively to the different functions in the client organization: CEO, and directors/managers of operational, technical, buying, HR, finance and legal departments.
Program content
Reviewing the basics of selling
The fundamentals of the selling process
The consultative sales approach
Establishing credibility with your clients
Selling and positioning your service
Creating favourable first impressions
Reading and influencing your customer’s body talk
Speaking your customer’s language
Responding to different customer functions, such as: owner, supervisor, HR and finance
Uncovering and developing client needs
The critical importance of well-constructed questions
How to use questions to turn problems into needs
How to develop needs that your products and services can satisfy
Presenting and demonstrating your solution
Matching features and benefits to your customer’s needs
Making the customer part of the solution
Managing the sales message
How to create persuasive messages
What type of sales proof enhances persuasion
Why most features alone don’t sell
What types of features persuade people to agree
Creating vivid, memorable messages
How to create vivid sales messages
Using the power of metaphors and anecdotes
Why case studies and third party references are more powerful than statistical information
Using graphics for maximum effect
Getting inside your client’s mindset
Uncovering your customer’s attitudes
Uncovering your customer’s beliefs and biases
How listeners assess and frame issues
Resolving client doubts and concerns
Anticipating objections
Handling objections
Closing the Sale
Detecting customer buying signals
Closing the sale
Course objectives
After attending this course, participants will be able to:
- Refresh their basic selling skills
- Develop a consultative sales style
- Analyze and uncover client needs and challenges
- Develop powerful and differentiated sales messages for different functions/departments of the client organization
- Focus on creating competitive advantage for the client
- Present and communicate ideas effectively