Basic Selling Skills
Superior Telephone Selling
Sales Managers Workshop
Basic Marketing Skills
Effective Negotiations
Getting To Yes!
Manager as Coach
Delivering Great Presentations
Turning Managers Into Leaders
Getting to Yes!
Fundamental Skills Training for Working in a Consultative Environment
A specialist program designed for people needing to help others get results
Purpose:
Attendees complete this program understanding the basics of selling and knowing how to run a great meeting
Course Features:
A detailed study of the way people and organisations buy
The 'buying cycle' and the associated 'sales cycle'
Study of each area of the selling process
Role plays of realistic situations
Effective joint meetings: the role of the salesperson and the specialist
Issue handling techniques
Issue clinic
The skills and context of 'Getting to Yes'
Takeaway Skills:
Understanding and practice in:
The basic sales process/cycle
The role staff can play in finding new opportunities
Customer interaction techniques as part of the 'Yes' cycle
Profiling needs and requirements and matching these to your solutions
Clarifying and overcoming issues
Articulating solution benefits from the client perspective
The structure and implementation of effective 'Yes' meetings
The use of the Meeting Planner
The use of the Meeting Evaluation Worksheet
Course Emphasis:
Supporting the 'Yes' process
Performing in a joint meeting or presentation
Handling issues professionally
Agreeing - furthering the business to completion
Audience:
Staff trying to get to 'Yes' in any situation
Prerequisites:
A need to understand, assist and/or execute the 'Yes' process
Duration: 2 days