Sales Skills Fathom Corporate Training
Delivery Method
Seminar
Target Audience Sales personnel
Summary This selling skills workshop enables participants to determine how their company and product/service can provide meaningful value to a client - even in a highly competitive, saturated and commoditized market.
Description/Agenda
What is the number one complaint that customers voice about sales people? It is that sales representatives simply don?t take the time to listen. Then, they attempt to sell prematurely. Consultative selling means: To first uncover and fully understand the goals, problems and needs of the customer, then, and only then, offer options and recommend relevant solutions.
This intensive, hands-on, exercise driven sales training program gives salespeople an understanding of the psychological steps that buyers go through in the purchase process. Using interactive role-plays, participants are walked through a step-by-step consultative sales process to more effectively meet a prospects needs. They learn to ask better questions and gather more useful information before trying to sell prematurely. Participants in this sales workshop learn how to concentrate their focus on each client?s particular situation, challenges, and vision to ultimately partner with them and build revenues. This selling skills workshop enables participants to determine how their company and product/service can provide meaningful value to a client ? even in a highly competitive, saturated and commoditized market.
The role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved direct behavioral changes in their sales approach.
What You Will Learn
- Assess their current
selling skills demonstrated in a sales benchmark
- Determine the individual
behavioral style of customers and how to best interact
- Utilize interviewing skills
to listen instead of pitching products
- Break the ice during
difficult sales calls
- Use a consultative approach
in every sale
- Create and use proof
stories to sell
- Understand buyer types and
what factors motivate them
- Use a 5-step model that
mirrors the steps buyers go through before purchasing
- Employ techniques to fully
package company/product/service unique differentiation and
communicate effectively with a prospect
- Overcome the 5 major
objections to purchasing
- Sell long-term solution and
relationships rather than low bids
- Employ top closing
techniques and know when and how to use them
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Availability
Select a date from the list at the bottom of the page for specific information about that class.
Other Information
Seminar |
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