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Training Course Summary:

Outline: The course has been designed for sales professionals wishing to develop their skills in building client relationships. The importance of fully understanding the client's requirements and then providing intelligent tailored solutions are central to the course theme. Researching and understanding problems and then turning them into needs is examined. It is through concentration on the client, rather then the product pitch which will ensure the success of the sales person and the course considers practical methods of drawing the customer's precise requirement and forming long term partnering relationships.

Who should attend? Sales people working in a service consultancy environment who need to use a consultative approach.

Course Objectives:
An understanding of the importance of research and suggested research methods
An approach to developing relationships in order to understand needs and then close the sale based on knowledge
A structured approach to the sales process
The importance of effective service in developing the long term sale
Course Overview:
Research techniques and prospecting methods
Understanding communication in the sales process
Push vs Pull styles of selling
Telephone selling
The face-to-face meeting
The Four Stage Structure to successful selling
Making people flexible
Overcoming objections
Gaining commitment
The importance of service and taking responsibility for delivery of promises