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Sales Skills
Effective selling relies less on an outgoing personality
and business contacts than the ability to communicate
well and follow a logical process. This is not to
argue that an out-going personality, good interpersonal
skills and business connections are not valuable
assets, but rather they cannot be relied upon solely
to guarantee a sales person’s success. The
bottom line is that anyone can be taught to sell,
provided that they are motivated to do so.
This two-day seminar breaks the selling process
into 3 simple steps covering key elements within
each step, in a straightforward and interactive
manner, focusing on the sales structure at the core.
The course begins with an overview of the sales
process, leading into the heart of understanding
what selling is all about, with the focus on how
to deliver relevant customer solutions versus selling
on product/features and price.
The argument behind logic based selling is that
if the 3 simple steps presented in this program
are mastered, closing business should become the
natural conclusion to any sales call. Objections
are minimized and whenever presented, easily overcome.
In summary, this course presents a simplified understanding
of the sales process, offering reliable techniques,
that when applied, leave nothing to chance.
Objective:
To demonstrate and teach that you do not have to
be born with an inherent ability to sell, but rather,
selling can be taught as a logical process. The
selling structure and techniques covered in Logic
Based Selling will help sales professionals to increase
their sales performance, and in turn, increase their
sales revenues.
Who Should Attend:
This course is designed for a broad audience of
attendees. Experienced sales professionals will
be able to neatly fit their sales experience and
previous knowledge learned into the Logic Based
Selling template for a streamlined approach to selling,
and to help re-focus and refresh their current methods.
For attendees desiring to enter upon a career in
sales, this program is ideal for establishing a
solid foundation upon which to build.
Learning Objectives:
- A clear understanding of the logic behind the
selling process based on 3 simple steps and the
various elements within each step.
- How to deliver relevant client benefits up front
to secure a customer.
- To understand the difference between a generic
benefit versus a benefit outside of the box.
- How to successfully garner information during
a client needs assessment in order to construct
and present a solid client proposal, which will
convince the client to buy.
- To develop and apply effective listening, questioning
and probing techniques to illicit specific customer
information necessary to construct a winning proposal.
- How to deliver an effective client proposal, which
satisfies the client’s needs based on their
own words or phraseology, extracted at the time
of your needs assessment.
- How to avoid unnecessary objections to the sale,
early on in the sales cycle.
- An understanding of the different closing approaches
which can be used and when and how they should be
used.
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"To be conscious that you are ignorant
is a great step to knowledge."
- BENJAMIN DISRAELI ( 1804 - 1881) |
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"Action is the real measure of intelligence."
- NAPOLEAN HILL |
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