To succeed in sales, it is necessary to understand certain key concepts. You must first capture your prospect's attention before you can understand his real needs. Once you have identified and understood their needs, you must make an offer that meets them using consultative selling techniques.
Objectives
How can you get out of the grind of merely competing on price, and instead be selling solutions that make you invaluable to your clients? This course will take you through a better conception of sales, moving from the prospective client stage all the way through to maintaining strong and profitable relationships that matter. It includes looks at consultative sales, interpersonal skills, and effective negotiation, with solid techniques that can be applied across the board in the field.
Is it for you ?
Sales rep.
Prerequisite
None.
Content
1. Attract the attention of your prospective clients!
- What's one to do in the attention economy?
- Questions that make people say ""yes""
- Can you ask high-quality questions?
- What are your best questions?
2. Understand clients' needs
- Explore your clients' space
- The hidden issues of your prospective clients
- Discovering your client's needs
3. Get to grips with consultative sales
- Think clients, clients, clients!/li>
- How can you make your clients' lives easier?
- Problems that need resolving
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4. Excel in client meetings
- What is the power of stories?
- What's your meeting guide?
- Successfully manage the first 5 minutes
- What's your secret?
5. Harness interpersonal skills for more effective negotiations
- Avoiding price wars
- What negotiating style is right for you?
- What is your profile as a negotiator?
- Maintaining a good relationship
6. Improve client satisfaction
- Your clients' expectations
- How can you choose priorities?
- Managing client dissatisfaction
- Identifying customer expectations and satisfaction
Toolbox
- Questions that make people say ""Yes""
- Discovering your clients' needs
- Problems that need resolving
- Preparing a client meeting
- Figure out your negotiating style
- Maintaining a good working relationship when negotiating
- Getting in sync with your client
💡 Useful information
100% online training. Accessible anytime, from anywhere, giving a one year of access to the training. If you have any questions regarding registration, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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