Sales Development Programme.
Concepts and Outcomes
Session One - 'Stop Trying to Sell'
- How to recognise and understand what buyers are thinking, so that you can get in step with them and get them to buy from you.
- Practical ways to move seamlessly from preliminary pleasantries to Business issues.
Session Two - Questioning and Listening
- Develop your questioning and listening skills so that you can discover not only what the buyer wants, but why they want it so you can accurately take it to the next step.
- Practice your use of questioning under 3 headings that will build long-lasting relationships with your buyer.
Session Three - Keeping in step with the Buyer
- Practice taking your interviewing skills to a much higher level of effectiveness.
- How to be sure that you are still on the buyer's agenda.
Session Four - Presenting Solutions
- How to match your product/service to the buyer's real needs, so that you are able to conduct a sales interview rather than just 'giving your spiel'.
- Practice tailoring your product/service to the exact needs of your buyers.
Individual Coaching Review
Session Five - Prospecting Activities and Self-Organisation
- How to make the numbers game works for you rather than against you, making sure that you are able to contact enough of the right people to increase your sales.
- Organise your own personal, measurable activity control device to keep you on track.
Session Six - Getting Appointments / Follow-up
- How to increase your strike rate in converting calls into appointments or visits into sales.
- How to organise repeat business from existing clients.
- Practice your telephone technique to increase your conversion rate.
Session Seven - Dealing with Resistance / Closing
- How to win buyers to your way of thinking, even when they are hesitating or resistant.
- Practice turning objections into reasons for buying.
Final Individual Coaching Review
Individual Coaching Reviews are held at the participant's place of work.
