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Training Course Summary:

No one buys a product or service for itself. People buy what they think your product or service can achieve for their business. What the prospect “thinks” the product or service will do for his or her “business result” makes the difference between a sale and no sale. This programme will focus on enabling sales people to help their clients or prospects to recognise and appreciate this value, whilst remembering that different prospects are looking for different results.

Who Should Attend:

Managers and staff involved in making low volume, high value, sales to clients or prospects when a sophisticated level of client awareness means they need to demonstrate value and contribution to bottom line for any sale they make.

Training Course Overview/Content:

Introduction & Objectives

Communication style
• Maximising your personal impact
• Using a consistent relaxed communication style
• Building rapport with the client

Handling difficult situations
• Responding to challenges
• Understanding the issues
• Replying with credibility and impact

Structuring and preparation
• Account planning
• Determining sales opportunities
• Structuring your calls
• Keeping a business perspective

Business contribution
• What is “contribution”?
• How is it measured?
• Putting a value on your products and services

Questioning
• Positive and negative questions
• The four levels of questions
• Listening and building your case
• Creating value in the client’s eyes

Client motivation
• Organisational needs
• Personal needs
• Matching your service to the client

Review of Programme