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