Professional Selling Skills Programme Agenda
The true professional has world class sales skills, combined with in depth business, product and service knowledge.
Consistently winning profitable business requires a professional approach that utilises a wide range of best practice sales processes.
Duration
Aims
- To develop the skills required to win profitable business using proven best practice approaches
- To enable delegates to sell effectively in their business environments, making best use of their time and their skills
- To ensure the use of a common language throughout the salesforce
- At the end of this event, delegates will be able to:
- Shape and structure a deal to maximise the chances of winning
- Hold effective sales meetings
- Qualify the sale to ensure it can be won
- Unravel the politics of the sale to gain influence with key people
- Deal with show stoppers or potential deal killers
- Beat the competition
- Build up needs – both business and personal
- Give evidence that their organisation can fulfil those needs
- Gain commitments from the prospect at all levels and at each stage of the sale
Assignments and Role Plays
We customise our programmes to ensure a perfect fit to your requirements.
Key to this fit is the use of assignments and role plays based on real scenarios and case studies from the delegates’ organisation. This is mainly focussed on the verbal skills of selling and as such the training element will be role play based.
Delegates benefit from practising their developing skills in a safe, but relevant environment. Their organisations often see the immediate benefit of moving real opportunities forward during the programme.
Content Highlights
Selling Styles
- Relationship Management so that we are there when needs arise
- Application Replication to pro-actively take ideas to the market place, using reference stories and case histories to worry and excite the client
- Consultative Selling to deal with the more complex problem, where the solution is not immediately obvious
- Partnership Selling to fill a gap in your offering and by creating a consortium
- How best to use the telephone
- What to ask for
- What to do if you don’t have a referral to help you in
- What’s in it for them – particularly senior level people
What Interests Senior Executives
- The language of senior executives
- Asking all the right questions
- The differences between the needs of senior executives and junior executives
Sales Meeting Objectives
- The objectives of a sales meeting should always be customer commitments
- Senior people expect you to give them some sort of decision to make
- What sort of decisions might they find engaging?
Giving Evidence
- Claims versus evidence
- Mechanisms, including:
- Reference stories
- Testimonials
- Demonstrations
- Customer visits
- Trials
- How to achieve the desired effect
Need Creation
- Benefit selling versus criteria selling
- Encouraging the prospect to open up and talk about their ambitions, concerns and issues
- Relationship management at an individual level
Listening as a Communication Skill
- Eye contact
- Smile, grunt, take notes, lean forward
- Pressing emotional buttons
- Discovering what’s important to the buyer
- Understanding their feelings
Qualification
- The biggest waste of time is the sale you lose
- Top salespeople have hit rates of 80% to 90% for the sales on which they bid because they refuse to get involved with sales that they cannot win
- SCOTSMAN® – the criteria needed to decide whether or not a project is worthwhile:
o Solution
o Competition
o Originality
o Timescales
o Size
o Money
o Authority
o Need
Summary of the Customer Engagement Model
Review of everything covered over the three days, including our Customer Engagement Model which defines the key elements of sales meetings, the roles played by the salesperson and the skills required to engage the customer:
o Sales role: Counsellor, helping the prospect uncover his or her needs
o Sales role: Story Teller, providing auditable evidence that we have the right solution
o Sales role: Business Person, making sure that we are heading for a win:win sale
o Sales role: Project Manager, committing the prospect to take actions
Competing at a Tactical Level
- What process is needed to beat a competitor in a sale?
- How to play to your strengths
- Recruiting and training internal sales people
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To discuss your Professional Selling Skills development requirements:
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