Programme - Customer Engagement Skills Programme for Inside Sales

There are five modules that make up this programme.

These include:

  • Sales Call Objectives
  • Counselling Skills - Questioning
  • Counselling Skills - Listening
  • Story Telling Skills
  • Think Like a Business Person
The Customer Engagement Skills programme is a fundamental approach to professional selling. It forms the spine of sales processes and methodologies, and covers four crucial elements – the pillars upon which sales success is built. This programme defines the key elements of sales meetings, the roles played by the salesperson and the skills required to engage the customer.
  • Need Creation and Listening
    Salesperson's role: Counsellor, helping the prospect uncover his or her needs

  • Giving Evidence
    Salesperson's role: Story Teller, providing auditable evidence that we have the right solution

  • Qualification
    Salesperson's role: Business Person, making sure that we are heading for a win:win sale

  • Gaining Commitment
    Salesperson's role: Project Manager. committing the prospect to take actions to progress the sale.

The programme explores how to have an intelligent but persuasive meeting with senior executives.

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Customer Engagement Skills Programme for Inside Sales
Cost: £179.00 (+ VAT)

This programme contains the following modules

Sales Call Objectives

Sales Call Objectives

We can only measure our likelihood of success in a sale by the level of commitment we get from the prospect.

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Counselling Skills - Questioning

Counselling Skills - Questioning

Prospects buy because they have a need. We can influence and develop need in the prospect both for our product and for our uniqueness.

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Counselling Skills - Listening

Counselling Skills - Listening

There are Business Needs and there are Personal Needs. Personal Needs are the more important. They are discovered by attentive Listening, tuning into emotion.

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Story Telling Skills

Story Telling Skills

Reference examples highlight the sales message in a succinct and interesting way. There are good ways and bad ways of telling a story.

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Think Like a Business Person

Think Like a Business Person

The biggest waste of time is the sale you lose. Qualification is the tool for identifying and dealing with Potential Showstoppers.

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