Course Summary

This course takes the foundation of the selling skills developed on the first day and extends them further.  A key to this course is moving from selling to your clients, to becoming the client’s partner, making the sale almost automatic.

The course aims to give a really clear picture of the difference in customers, introducing the delegates to behaviour based selling and how to adjust their style to sell to them.  Through a unique workbook it develops the four different stages of a typical sales interview and how to ensure that we don’t fall into one of the fifty reasons given for losing a sale.  It looks particularly at how to overcome objections, and ends the day in the best tradition of selling by looking at the close and ensuring that we don’t lose the sale at this point, and well as setting in place a personal growth plan.

What you will learn

• Understanding the full use of “No Pain, No Gain, No Sale”
• Understanding why the customer should buy from you
• How to make people want to do business with you
• Understanding the behaviours of customers
• AIDA a four stage process for all communication
• The “Objection Handling System”
• Making the close automatic
• The Most Important Word in selling
• Understanding the sales process
• Developing your “Sales Value”

Who should attend?

This course is specifically for those who have already attended Developing Your Selling Skills.

Workshop Timetable

9.00  Coffee
9.15  Introductions

9.30 Why should a customer want to buy
• When the client stops becoming a sale
• Developing the Sales Process
• Looking at the stages of a sale
• Understanding how “No Pain, No Gain, No Sale” fits the stages
• How to get past the gate keepers
• Developing your “Sales Value”

11.00 Break

11.15 Understanding Customers – Behaviour      Based Selling
• The four behaviour traits of a customer
• The 30 customer types
• Scripting to fit the behaviour types
• The do’s and don’ts of each behaviour

1.00 Lunch

2.00 Understanding the use of AIDA
• Looking at the Four stages
• The objection connection
• The “Objection Handling System”

3.15 Break

3.30 How to make people want to do  business with you
• Building confidence in the buyer
• Making the close automatic
• Building long term relationships
5.00 Close