Booking options
Price on Enquiry
Price on Enquiry
Delivered Online or In-Person
Delivered at your location
UK Wide
Two days
All levels
Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills.
This course will help you:
Use the consultative sales process to achieve more cross-sales
Employ advanced rapport-building skills
Assess the buying preferences of a customer
Articulate the link between customer goals and needs
Identify your customer's needs and wants
Use advanced questioning techniques to gather information
Resist the temptation to tell when it would be better to ask
Identify communication preferences
Given various scenarios, present a product to the explicit need of a customer
Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers
Handle objections positively
Close the sale or gain commitment to further action
Aims and objectives of the training
Personal introductions and objectives
Self-assessment of existing sales skills
Overview of content
Personal communication style and what this means in a sales situation
Wants versus needs
What motivates people to buy
Using social media tools such as LinkedIn
Managing your portfolio to maximise sales
Preparing to sell
Overview of the consultative sales process
Review personal strengths and weaknesses as a salesperson
Habits of top-performing sales people
Common pitfalls
Articulate sales goals
11 decisions that customers make in the first 9 seconds
Spotting buyer communication preferences
Building rapport with a wide variety of customers
Dealing with emotions
Keeping control
Assumptions and how they trip us up
Structured questioning
Looking for cross-sales
Honing your listening skills
Identifying buyers' motivation
Using summaries to move the customer forward
Choosing the right time to present
Using features, advantages and benefits
Tailoring your presentation of products and services to match buyer preferences and motivations
When to close
Dealing with difficult customers
5 things to avoid when handling a customer objection
The link between service and sales
Using customer surveys
Winning back lost business
Skills practice
Personal learning summary and action plans