STRATEGIC & CONCEPTUAL SELLING
AUDIENCE
This one- day training is designed for anyone who experience ‘’selling’’ of services or products as part of their job. Business sales has changed constantly in the last two decades with the customer focusing on quite different variables when considering a purchase decision.
ACHEIVABLES
It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want you to forget them once the sale is made. Two key objectives of this workshop are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.
OUTLINE
· What is selling? Define features and benefits.
· Understand the wonderful paradox: helping other people get what they want gives us more of what we want.
· Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
· Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge.
· Objection handling by developing your listening, empathizing skills.
· Critical communication skills in sales: Body language, listening skills and powerful questioning techniques.
· Identify the most critical elements of customer satisfaction
· Understand the power of your behavior for more successful sales and customer service.
· Develop communication skills to better share information and to better listen to the customer.
· Understand the wonderful paradox: helping other people get what they want gives us more of what we want.
· Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
· Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge.
· Objection handling by developing your listening, empathizing skills.
· Critical communication skills in sales: Body language, listening skills and powerful questioning techniques.
· Identify the most critical elements of customer satisfaction
· Understand the power of your behavior for more successful sales and customer service.
· Develop communication skills to better share information and to better listen to the customer.
