Professional Selling Skills…

In days gone bye, it was possible to survive in business by implementing a ‘best product’ or ‘best price’ marketing strategy. No longer is this the case.

In today’s highly disruptive marketplace, a quality product or service is simply the price of market entry. What then is the key to success in today’s highly competitive marketplace? What is it that businesses and organisations need to be doing to attract and retain happy customers and healthy profits?

This half-day professional development workshop addresses the following issues: 

• Prospecting and lead generation
  • Development of systems to capture leads
  • Creating a company-wide prospecting awareness and attitude
  • Identification of opportunities that match company core competencies
• Preparing for the sale
  • Identification of decision makers within prospect organisations
  • Company research and data collection
  • Use of pre-approach letters and information kits
• Obtaining the appointment
  • Making contact with key decisions makers
  • Understanding the relative power of different communication mediums
  • Key questions that increase the granting of an appointment
• Punctuality and appearance
  • You are the message
  • Understanding the power of a first impression
  • Valuing your prospects most valuable asset: Time
• Establishing rapport
  • Developing trust and credibility as quickly as possible
  • Pacing and mirroring
  • Determining you and your clients preferred communication style
• Identifying needs and wants
  • The art of active listening
  • The benefit of different types of questions
  • Identifying real vs. perceived needs
• Presentation of the product and/or service
  • Aligning features, benefits and value of your product or service
  • Assisting in identification of reasons to justify purchase
  • Focusing on solutions to their problem
• Handling objections
  • Understanding what an objection really is
  • How to handle objections before they occur
  • Finding the real objection behind the smokescreen
• Asking for the order, finaiising the sale
  • Getting a commitment to proceed
  • Various questions that lead to a yes
  • Why the client may want you to make the decision for them
• Obtaining referrals
  • The best business is word of mouth
  • The power of testimonials
  • How to develop a continuing flow of referrals
• Commitment to future service
  • Determining future expectations
  • Keeping in touch
  • Customers for life
• Why sales and service is a team event
  • Defining and agreeing on ‘rules of the game’
  • The importance of excellent internal customer relationships
  • Creating a culture of customer service excellence
• Sales goals & activity plans
  • The importance of clearly defined written goals
  • Step by step planning of sales activities
  • Recording, monitoring & analysing sales results