Description

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement.

This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process.

This programme will help participants:

Understand 'how buyers buy' and align their selling activities accordingly
Recognise the difference between 'latent pain' and 'active vision' opportunities
Conduct effective pre-call planning and research
Stimulate interest and establish credibility with your prospects
Get prospects to share / admit high priority pain
Engage in consultative dialogue that promotes the differentiating strengths of your offerings
Gain access to 'power' people within an opportunity
Effectively qualify and disqualify opportunities based on objective decision criteria
Better control and manage sell cycles
Improve their chances of winning competitive opportunities
Shorten sales cycles and avoid 'no decision'
Negotiate the steps leading to a successful sale

1 An introduction to selling

Understanding the key points that encourage a customer to purchase from us
The difference between consultative selling and a transactional sale
Understanding the roles that trust and empathy play in a sale
Understanding how tricks and manipulation can sink a sale
Vital pre-meeting research that must take place before a conversation
Understanding how the customer sees us and why positioning is important

2 Structuring the sales conversation process

Defining a set process for structuring a sales call with a chance to demonstrate understanding
How the first minute of a conversation can destroy a sale
Understanding BPO objectives for a sale
How a step-by-step sales conversation process helps win more sales
Understanding the mis-match between the customers buying process
How our sales processes can lead to mistakes

3 How and why people buy

An insight into the emotional factors behind how people arrive at purchasing decisions
Using research from neuroscience that shows how sales people can really make mistakes
Understanding how people make decisions about larger purchases
Understanding the stakeholders in companies and their buying motives
How to analyse the stakeholders and determine a win-plan

4 Understanding the funnel

Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting
Understanding the role of forecasting in sales analysis
Why many forecasts are nearly always wrong
Understanding the stages of a sales process
How 'verifiable outcomes' can really change forecasting

5 Questioning techniques

Understanding the different questioning techniques and when they should be used
Using the 'knowledge tree' as a framework for questioning
Understanding the use of real empathy to help customers uncover their needs
How effective research can really empower your questions
How to ask 'high gain' questions
How to ask difficult questions without feeling intrusive

6 Features and benefits

How to practically apply them in a sales scenario
How to align the benefits to customers' business goals
Really understanding the difference and how to demonstrate true economic benefits to a customer
How to discover business goals, and align value propositions to these
How to craft an effective value proposition for a customer
Using the SAR storytelling method to really engage customers to align their thinking patterns
Using the latest neuroscience research that explains what customers are really thinking

7 Overcoming objections

How 'confirmation bias' can hinder any sales conversation
How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way
Practising the method to become comfortable and congruent with it

8 Closing the sale

A deep dive into what closing is
How different sales have different closes
How too many closing methods can destroy a sale
How to lead up to a close with a logical sequence of questions
Using the ACSAT trust method of closing
A clear methodology with a chance to practise the skills in a fun way

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Consultative selling (In-House)

By The In House Training Company

Booking options

Highlights

Description

1 An introduction to selling

2 Structuring the sales conversation process

3 How and why people buy

4 Understanding the funnel

5 Questioning techniques

6 Features and benefits

7 Overcoming objections

8 Closing the sale

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