Description
Course Objectives
By the end of the course, delegates will have:
- Reviewed why people buy
- Understood the buying process
- Reviewed the differences between selling a product and a service
- Practised questioning skills
- Reviewed ways of presenting information and influencing
- Practised presenting your solutions in a persuasive manner
- Practised handling objections whilst maintaining rapport
- Recognised buying signals and how to manage them
- Reviewed methods of gaining commitment from the client
- Practised building agreement to close the sale
Course Content
Setting the scene – Why do people buy?
Overview of selling process and buying decision cycle
Consultative Selling Skills
- Opening, leading and controlling the discussion
Role play exercises
Presenting and differentiating your solution
Summarising to agreement
Handling objections
Closing the Sale
Proposals
Strategies to win business/role play exercises
Key learning points and individual action plans for next 4-6weeks
Feedback and close
Course Duration: One Day